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Digg It - Get Prospects To Participate In A Tactical Survey And See Them Buying From You Quicker
How can you help your prospects unshackle themselves from their current appraisal of the software they use . . . and eagerly embrace your software application?
This sales situation requires the right tactics. More so if your prospects rely heavily on that software application to keep their job.
In the next few months, I’ll be reviewing sev
This sales situation requires the right tactics. More so if your prospects rely heavily on that software application to keep their job.
In the next few months, I’ll be reviewing sev
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
eral tactics you can use to tackle this common sales situation. Today I’ll be talking about the use of tactical surveys in your direct response marketing.
Surveys get your prospects thinking. They can show your prospects their inconsistency between what they believe should be the right software application for them and the inadequacy of thei
Surveys get your prospects thinking. They can show your prospects their inconsistency between what they believe should be the right software application for them and the inadequacy of thei
; 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
r current software application.
But you need to craft the survey questions properly. Before I give you some pointers that will help you do this, let me explain why surveys work so well.
When the survey questions are right, you can get your prospects to make a small commitment to you and your application. This is all you need to get your pro
But you need to craft the survey questions properly. Before I give you some pointers that will help you do this, let me explain why surveys work so well.
When the survey questions are right, you can get your prospects to make a small commitment to you and your application. This is all you need to get your pro
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
spects to favor your application over what they have. After they make this small commitment in your favor, your prospects are now under pressure to behave consistent with that commitment.
At this point, they have to do something since none of us can stand inconsistency.
To understand why surveys are so effective, let me explain why your pro
At this point, they have to do something since none of us can stand inconsistency.
To understand why surveys are so effective, let me explain why your pro
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
spects are shackled to their appraisal of their current software application.
Let’s assume you’re selling an accounting system and your prospects are already using an accounting system. Since they have no need for two accounting systems, before you sell them your system, you have to dislodge your prospects from their accounting system and ge
Let’s assume you’re selling an accounting system and your prospects are already using an accounting system. Since they have no need for two accounting systems, before you sell them your system, you have to dislodge your prospects from their accounting system and ge
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t them to use yours.
The problem for you is that your prospects are fully committed, shackled to their software program and will not give their commitment up so easily.
They’re committed to their software program because they either had a say on what accounting package their company use, or they’ve spent time making it work for them.
If th
The problem for you is that your prospects are fully committed, shackled to their software program and will not give their commitment up so easily.
They’re committed to their software program because they either had a say on what accounting package their company use, or they’ve spent time making it work for them.
If th
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
ey had a say on what accounting system they currently use, they probably researched the options and invited the sales people to a presentation. And at the end, they convinced the CIO and the CEO to purchase the system they were advocating.
And even if they were not in the purchasing decision, when they started working with this software pack
And even if they were not in the purchasing decision, when they started working with this software pack
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
age, they spent time making it their own. They learned it, worked out the bugs, personalized the settings and preferences, and made the system fit -- somehow -- to the unique problems of their financial situation.
With all the time and emotional energy they spent on the system, what happens is that over time, they start discounting the pain
With all the time and emotional energy they spent on the system, what happens is that over time, they start discounting the pain
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
the system will bring them.
They discount the pain because it now involves their ego. Now that they have the system all set up for them, they can’t admit either to themselves or others they have problems other applications like yours don’t cause. They prefer to deceive themselves. They’ll go on denial. Then, they become shackled to this deni
They discount the pain because it now involves their ego. Now that they have the system all set up for them, they can’t admit either to themselves or others they have problems other applications like yours don’t cause. They prefer to deceive themselves. They’ll go on denial. Then, they become shackled to this deni
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
al.
This is why surveys work so well. With the right questions, surveys get your prospects thinking again about what’s important to them. This can turn into a small commitment towards your application, a commitment if nurtured, can allow for your prospects to turn around and make a huge commitment to you and your product.
Social psychologis
This is why surveys work so well. With the right questions, surveys get your prospects thinking again about what’s important to them. This can turn into a small commitment towards your application, a commitment if nurtured, can allow for your prospects to turn around and make a huge commitment to you and your product.
Social psychologis
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
s like Robert Cialdini, who have studied this type of behavior, have noted how quickly a person can change their commitments. Although at one point they’ll defend their current commitment literally with their lives, in a short amount a time, with the right trigger, they can turn around and loose that commitment.
It’s all about consistency be
It’s all about consistency be
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
tween their beliefs and their behavior.
But not just any set of questions on a survey will work. Here are three tips that can guide you in the crafting of questions.
1. Ask questions that will help your prospects assert what’s important for them in their line of work.
2. Ask questions that will help them see the reason for their assertions
But not just any set of questions on a survey will work. Here are three tips that can guide you in the crafting of questions.
1. Ask questions that will help your prospects assert what’s important for them in their line of work.
2. Ask questions that will help them see the reason for their assertions
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
.
3. Ask them questions about their experience with their current software application.
The first set of questions helps your prospects recall what it is that they believe about what they’re doing. The second set of questions shows them what it means to have those specific beliefs. And with the third set of questions, you allow your prospec
3. Ask them questions about their experience with their current software application.
The first set of questions helps your prospects recall what it is that they believe about what they’re doing. The second set of questions shows them what it means to have those specific beliefs. And with the third set of questions, you allow your prospec
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
ts to see the gap between what they’re experiencing and what they believe.
Here are a few sample questions taken from a lead generation letter for RxWorks. RxWorks is a software application that allows veterinarians to better manage their practice.
The letter starts with a headline: “Large study finds that most veterinarians fail to provide
Here are a few sample questions taken from a lead generation letter for RxWorks. RxWorks is a software application that allows veterinarians to better manage their practice.
The letter starts with a headline: “Large study finds that most veterinarians fail to provide
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
a high level of quality care.”
Then the letter asks the veterinarian to take a 10 questions survey to see how they might have fared had they participated in the study. Although implicit, the first question the letter asks the vet to answer is whether the vet believed in quality care.
If this is what they believe, then some of the questions
Then the letter asks the veterinarian to take a 10 questions survey to see how they might have fared had they participated in the study. Although implicit, the first question the letter asks the vet to answer is whether the vet believed in quality care.
If this is what they believe, then some of the questions
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
in the survey show them what quality care looks like in their own practice. The letter uses questions like:
Do you know exactly what level of compliance you get from your therapeutic diet recommendations?
Do you offer your recommendations verbally and in writing?
Do you offer all treatment options without prejudging a client’s ability to
Do you know exactly what level of compliance you get from your therapeutic diet recommendations?
Do you offer your recommendations verbally and in writing?
Do you offer all treatment options without prejudging a client’s ability to
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
pay?
And so on . . .
Then at the end the letter asks:
Does your practice management software offer support for compliance goals?
The set of questions the letters uses creates an effective survey. The vets that believe in quality care were reminded of what quality means for them in their own practice. Then they became fully aware of the in
And so on . . .
Then at the end the letter asks:
Does your practice management software offer support for compliance goals?
The set of questions the letters uses creates an effective survey. The vets that believe in quality care were reminded of what quality means for them in their own practice. Then they became fully aware of the in
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
adequacy of their current software program.
Before the letter, their software management program was adequate. After they spent time with the survey, they weren’t so sure. If they go ahead and send for your offer, they’ll be making a small commitment towards changing their situation.
All you need to do then is to capitalize on this commitme
Before the letter, their software management program was adequate. After they spent time with the survey, they weren’t so sure. If they go ahead and send for your offer, they’ll be making a small commitment towards changing their situation.
All you need to do then is to capitalize on this commitme
.
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
nt. These prospects are in the way to becoming your customers sooner than you think.
In Brief:
1. Remember prospects have built a commitment to the software they use. They’ve already discounted a lot of their future pain.
2. If you want them to stop using the software they’ve invested heavily on and start using your software, it’s going to
In Brief:
1. Remember prospects have built a commitment to the software they use. They’ve already discounted a lot of their future pain.
2. If you want them to stop using the software they’ve invested heavily on and start using your software, it’s going to
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
take more than showing them benefits, features or their pain.
3. Surveys with the right questions are a good tactic to use in this sale situation.
4. Surveys get your prospects thinking, remembering what they belief and seeing the inadequacy of their current software program.
5. At this point, prospects will more easily ask for your offer
3. Surveys with the right questions are a good tactic to use in this sale situation.
4. Surveys get your prospects thinking, remembering what they belief and seeing the inadequacy of their current software program.
5. At this point, prospects will more easily ask for your offer
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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