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Your direct mail sales letters must overcome three doubts if you are to make money through the mail.

These three doubts are floatin

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

g around in the skulls of your customers and potential customers all the time, and surface whenever they receive a direct mail pit

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

Examples of combination products may in

ch from you (and other businesses), asking for their business.

These doubts are really questions that consumers and business b

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

uyers ask themselves as they are reading your mailer, while they are deliberating about whether they will buy from you or not. The

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

three questions are these:

1. Can I trust you?

2. Do you understand my need?

3. Will your product or service meet my need?

In e

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

Combination pro

ery sales letter you drop in the mail, you need to overcome these doubts or you will not close a sale. And you won’t secure the lo

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

ng-term loyalty of your customer.

One of the best ways to overcome these three doubts is to include testimonials in your direct m

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

ail packages. A testimonial is a statement made by someone that either recommends, proves or pays tribute.

Recommendation Test

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

imonial: This testimonial consists of a favourable report on the qualities or virtues of someone or something. It usually in

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

cludes an explicit endorsement. An example is a statement from a satisfied customer recommending that others buy from you. This ty

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

e of testimonial helps potential customers to trust you, particularly if the recommendation comes from someone that the potentia

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

Following aspects would a

l customer respects.

Proof Testimonial: This type of testimonial is a statement that backs up a claim or supports a fact

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

that you make in your letter. An example is a statement from one of your clients who used your photocopier toner cartridge and di

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

scovered that it delivers over 30% more copies than competing products, just as you claim it does. This type of testimonial helps

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

customers see that your organization understands customer needs.

Tribute Testimonial: This type of testimonial expresses

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

esteem, admiration or gratitude, and is made to honour or thank a person or business. An example is a thank-you letter from a cus

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

omer expressing gratitude for outstanding customer service, or a note congratulating a business on receiving an industry award f

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

or sales. This type of testimonial shows customers that your organization meets customer needs.

As you can imagine, the type of t

.

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

estimonial you use in a sales letter depends on your goal. On some occasions, you need to build trust. On others, you need to pr

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

ove a point. Your success depends on your ability to use the right type of testimonial with the right audience in a compelling way

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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