Digg It - Business

The following 3 simple selling tactics produce sales by responding to the way customers normally think and behave. They work for any business - regardless of what

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

you sell, how you sell or where you sell it.

1. Pay Attention to Getting Attention

Can you remember the last 3 advertising messages beamed at you? Can you

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

remember even one of them? Most people can't ...including your prospective customers. That's because they automatically ignore the steady stream of advertising di

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

rected at them.

This illustrates a major obstacle you need to overcome before you can sell anything. You have to get your prospect's attention - and get it fast -

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

or your sales message will be ignored.

Here are 3 proven ways you can capture a prospect's attention quickly:

* Make a dramatic statement: Example: "Even My D

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

octor Uses These Health Products"

* Surprise your prospects with something unexpected: Example: "Try our service without charge for one month"

* Ask a provocat

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

ive question: Example: "If you're such a smart business owner why aren't you making six figures?"

Tip: Include attention getting headlines on all your we

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

b pages. Many visitors arrive at a web page then immediately click away - unless something instantly catches their attention.

2. Emphasize the Human Relationsh

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

ip

Prospective customers are more receptive to buying from a real person than from an impersonal company. Look for ways to create a personal relationship with

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

your prospective customers. For example:

...If you sell face to face, spend some time early in the selling process getting to know a little about your prospects

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

and letting them get to know you.

...If you sell online or in some other way where you don't talk with prospects, include some information about you in your prese

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

ntation. What you say about yourself will have the greatest impact if it highlights why you are uniquely qualified to provide what your customer wants.

Tip:
dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod
> Sell yourself to make prospective customers comfortable with the selling process. But sell your company and its history of producing results to make prospective
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
customers confident of your ability to deliver what you promise.

3. Trigger Your Customer's Imagination

Convert the benefits delivered by your product or
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
service into vivid word pictures. Then put your prospect in the picture by dramatizing what it feels like to be enjoying those benefits.

Be specific. If you sell
t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
financial products, describe what it feels like to enjoy an affluent living without debt. If you sell boats, describe what it feels like cutting through the waves
ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust
with your friends onboard. If you promote a business opportunity, describe what it feels like to be at home working without a boss.

Tip: Be sure your word
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
pictures are dramatizing benefits and not describing features. People don't really care about the new high-tech insulation used in their beverage cooler (a feature
.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
). They just want to be able to enjoy ice cold beverages all day long on a hot day (the benefit).

These 3 selling tactics produce sales by responding to normal hu
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip
man behavior. Use them in your web pages, sales letters and personal presentations. The volume of business they produce will surprise you.

Copyright 2004 Bob Ledu

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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Digg It - 3 Simple Selling Tactics

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