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Digg It - Nine Advance Networking Skills for Seasoned Networkers
A seasoned networker knows the real meaning of networking --
being organized, efficient, effective, and, of course, work
the event to its fullest. Attending networking groups after
so many years can tire and drain anyone’s excitement.
Especially since these situations are not social events. It
is easy to have one foot in the event and the other some
place else. A major challenge for all networkers
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
is to be
there with both feet.
What propels someone to advance networker? Is it the number of events or the number of years they attend? No. Is it the delicate balance and expertise on how they work the event? Yes.
Here are nine techniques that raise networkers skill level:
1. Business cards. If you are networking for a new job or career, there is nothing inappropriate about having a business
What propels someone to advance networker? Is it the number of events or the number of years they attend? No. Is it the delicate balance and expertise on how they work the event? Yes.
Here are nine techniques that raise networkers skill level:
1. Business cards. If you are networking for a new job or career, there is nothing inappropriate about having a business
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
card with a tag line of what type of job or company
you are seeking.
Basic networkers learn that wearing an outfit with two pockets is important for the business card shuffle. Advance networkers think of those pockets as their in-box and an out-boxes.
Aware networkers hand business card exchanges differently. They don't ask for the card until they know something about the person’s functionality an
Basic networkers learn that wearing an outfit with two pockets is important for the business card shuffle. Advance networkers think of those pockets as their in-box and an out-boxes.
Aware networkers hand business card exchanges differently. They don't ask for the card until they know something about the person’s functionality an
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
d there is a match. No match,
no card. When you receive someone’s card; receive it gently
with both hands, stop and read it. This shows respect.
Respect to who they are and what they do.
Present your card exactly the same way you receive a card. Present with both hands and the card’s information facing the receiver. Extend your card, with eye contact, and wait for them to receive the card. To pre
Present your card exactly the same way you receive a card. Present with both hands and the card’s information facing the receiver. Extend your card, with eye contact, and wait for them to receive the card. To pre
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ent and receive in
this manner, both hands need to be free.
Keep a pen handy, in the out-box pocket with your own cards, for writing tidbits on the back. Doing so is also a physical queue that is your pocket in case you forget. In- box, left pocket, is for other’s cards. If you are left- handed, the boxes are opposite.
Never apologize for your business card. At the last six events I attended, th
Keep a pen handy, in the out-box pocket with your own cards, for writing tidbits on the back. Doing so is also a physical queue that is your pocket in case you forget. In- box, left pocket, is for other’s cards. If you are left- handed, the boxes are opposite.
Never apologize for your business card. At the last six events I attended, th
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ere were at least four people that were
apologizing for either not having a business card, or for
some error on their card. When this occurs you have zapped
your personal power. It sends a signal that you aren't
ready to do business. Even quickie inkjet business cards
and better than an excuse.
If you don't have any business cards or ran out, I recommend skipping events until you do. Don't say you
If you don't have any business cards or ran out, I recommend skipping events until you do. Don't say you
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
don't have a
card, use this other technique: ask if you can call them
and schedule the time then. Advance networkers are ready to
schedule an appointment right then. Generally seasoned
networkers toss any business card if presented with an
excuse.
2. Brochures, samples or flyers. If you need to hold any of these use an appropriate see-through sleeve or small see- through carrier. For flyers u
2. Brochures, samples or flyers. If you need to hold any of these use an appropriate see-through sleeve or small see- through carrier. For flyers u
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
e a clear sleeve with an in
and out business card holders on the front. This keeps
handouts clean and safe. People don't appreciate receiving
paper with bent edges or ragged rims. If you write
articles, bring your latest and appropriate copy for
handouts. One handout per event is appropriate.
3. Eye contact depends on the culture. I'm speaking here for the American culture. Make eye contact, b
3. Eye contact depends on the culture. I'm speaking here for the American culture. Make eye contact, b
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
oth eyes, when
presenting your business card or receiving theirs. Make eye
contact when shaking hands. And look at them, not their
hands. Honor the person by maintaining focused eye contact
on them.
Seasoned networkers know if you are right handed, the name tag is placed on the right. This allows the name to appear in visual perimeter when shaking hands. If the name tag is on the left, others a
Seasoned networkers know if you are right handed, the name tag is placed on the right. This allows the name to appear in visual perimeter when shaking hands. If the name tag is on the left, others a
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
ssume you are left handed and will
present their other hand accordingly.
During your 30 seconds, advanced networkers don't begin or continue speaking as they stand or return to their seat. They breathe from their stomach and slowly look around the room before speaking to gain audience attention and allow people to switch to listening mode.
4. It is not important to meet everyone in the room. Use t
During your 30 seconds, advanced networkers don't begin or continue speaking as they stand or return to their seat. They breathe from their stomach and slowly look around the room before speaking to gain audience attention and allow people to switch to listening mode.
4. It is not important to meet everyone in the room. Use t
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
e time efficiently to meet only those that match your
intention. Seasoned networkers know when and how to break-
off the contact to keep moving. They do so smoothly.
If you know others in the room, seasoned networkers know how to hand the other person off to the next person. "Jill, let me introduce you to Sandy. Sandy, Jill. Please excuse me while you two get to know each other." Another way to
If you know others in the room, seasoned networkers know how to hand the other person off to the next person. "Jill, let me introduce you to Sandy. Sandy, Jill. Please excuse me while you two get to know each other." Another way to
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
politely move on is by saying, "Thank you, I've enjoyed
talking with you. I know we're both here to meet other
people. So, let’s do so."
5. Come ready to sell (one of my pet peeves). People bring an event flyer with a call to action to register at a website or mail a check. You just lost the sale. Be ready, accept cash, check or credit card payment. Generally people don't carry more than $20
5. Come ready to sell (one of my pet peeves). People bring an event flyer with a call to action to register at a website or mail a check. You just lost the sale. Be ready, accept cash, check or credit card payment. Generally people don't carry more than $20
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
and prefer to use their
credit or debit cards. Give people an incentive for
registering at the event. Ask for a commitment. Flyers
that require a visit to a website or to mail a check almost
always get trashed. You can see them piled in the events
trash can.
If you're not ready to get orders, omit it. If you are an author, bring your books and sell them. Autograph the book. Ask if they want
If you're not ready to get orders, omit it. If you are an author, bring your books and sell them. Autograph the book. Ask if they want
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
to purchase a copy for a client or
friend.
When people don't accept credit cards, it tells me they are new and aren't ready to sell. It can also say that the event will have little attendance. People hate to show up at events with little attendance.
6. Let go of the multi-tasking ladies. Eat first and then network. People generally don't want to interrupt someone when they are eating. Use a p
When people don't accept credit cards, it tells me they are new and aren't ready to sell. It can also say that the event will have little attendance. People hate to show up at events with little attendance.
6. Let go of the multi-tasking ladies. Eat first and then network. People generally don't want to interrupt someone when they are eating. Use a p
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
rse that doesn't slide off
the should ever few minutes, it’s distracting. You may want
not to take a purse or use it to hold the material in
plastic sleeves.
7. Introducing yourself, title vs. functionality. Which is more important to the person you are talking to -- your title or what functions you can help them with. Yep, the latter. Instead of saying, "I'm a tax preparer" say, "I help people
7. Introducing yourself, title vs. functionality. Which is more important to the person you are talking to -- your title or what functions you can help them with. Yep, the latter. Instead of saying, "I'm a tax preparer" say, "I help people
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
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
save money on their taxes". Instead of saying,
"I'm a business coach" give a WIIFM. Here’s one of mine:
"One of my specialties is to help service professionals
create a short business plan in less than an hour that says
everything they need to stay focused for the coming year."
Be careful of your tone, pace, and breathing when you talk. People don't naturally tune into what you are saying until the
Be careful of your tone, pace, and breathing when you talk. People don't naturally tune into what you are saying until the
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
third or fourth word. The example above, "One of my...
doesn't say anything important until "service
professionals". Name presentation is the same. I say,
Catherine Franz, slowly and then repeat my first name:
"Catherine with a C". Generally, when people are nervous,
they forget to breath before speaking. Then the information
erupts like a volcano. Most of it as inaudible.
8. Less than ? % of
8. Less than ? % of
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
1% of unseasoned networkers follow-up.
That is a sad statistic, and loss of opportunity. Recently,
after five events and tagging 40 business cards, only four
followed up. I called four, said I wanted to place an
order, and still no response. When we met up again, they
apologized for being too busy. Oops, I went somewhere else.
Stop the excuses, no wants to hear them.
On another similar note, don'
On another similar note, don'
.
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
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
t promise to follow-up and
don't. It shoots down your credibility. If you are one of
these, please note, when this occurs, people many times take
it personally.
Follow-up within 24 business hours. Your follow-up displays your level of commitment to relationships. The way you follow-up, e-mail or phone, measures how much you want a relationship.
9. Prepare for the event. Bring any promised item
Follow-up within 24 business hours. Your follow-up displays your level of commitment to relationships. The way you follow-up, e-mail or phone, measures how much you want a relationship.
9. Prepare for the event. Bring any promised item
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
s. For
morning events, prepare the day before. Arrive early.
Early bird gets the worm. Freshen up, walk in relaxed,
breathing correctly, standing tall, and ready. Bring
samples, product specials of the month to sell. If its hand
cream, use it and pass it around the room. Author of a new
book, read a paragraph that gets them curious during your 30
seconds, and bring copies for people to purchase
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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