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Digg It - 6 Googleicious Ways to Approach Your Next Sale
In 20 minutes, you have the biggest sales call of your life.
It could mean your next promotion.
It could mean millions of dollars in revenue.
It could mean a new business relationship that lasts a lifetime.
Are you wearing
It could mean your next promotion.
It could mean millions of dollars in revenue.
It could mean a new business relationship that lasts a lifetime.
Are you wearing
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
The Armor of Google?
Huh? The Armor of what?!
You heard me: Google. The greatest thing to happen to the Internet since the Internet. And, your best friend in approaching the sale.
See, approachability stems from confidence. Confiden
Huh? The Armor of what?!
You heard me: Google. The greatest thing to happen to the Internet since the Internet. And, your best friend in approaching the sale.
See, approachability stems from confidence. Confiden
; 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
ce grows from knowledge. And knowledge is enhanced through preparation. So, what better way to prepare yourself for your upcoming sales call than to spend the next 20 minutes Googling your brains out?
Here are 6 ways turn Google into your secret w
Here are 6 ways turn Google into your secret w
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
apon when approaching the sale.
SECRET WEAPON #1: Google Yourself
If you’re not doing this at least a few times a month anyway, you’re crazy. And this isn’t an ego thing, it’s about visibility. It’s about reputation. You need to know
SECRET WEAPON #1: Google Yourself
If you’re not doing this at least a few times a month anyway, you’re crazy. And this isn’t an ego thing, it’s about visibility. It’s about reputation. You need to know
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
who’s talking about you, where you show up & where you don’t show up.
REMEMBER: every time you encounter a potential client – in person, on the phone, via email – odds are, they’ve already Googled you.
ALSO REMEMBER: if you don’t exist on Google, y
REMEMBER: every time you encounter a potential client – in person, on the phone, via email – odds are, they’ve already Googled you.
ALSO REMEMBER: if you don’t exist on Google, y
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
u don’t exist.
SECRET WEAPON #2: Google Your Company
Find out what customers, clients and the competition are saying about your company. If possible, get involved in chat rooms, bulletin boards and other online networking venues to repr
SECRET WEAPON #2: Google Your Company
Find out what customers, clients and the competition are saying about your company. If possible, get involved in chat rooms, bulletin boards and other online networking venues to repr
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
esent (or defend) your organization.
KEEP IN THE FRONT OF YOUR MIND: you can participate in your online image, but you can’t control it.
KEEP IN THE BACK OF YOUR MIND: you and your company are getting talked about, whether you like it or not.
S
KEEP IN THE FRONT OF YOUR MIND: you can participate in your online image, but you can’t control it.
KEEP IN THE BACK OF YOUR MIND: you and your company are getting talked about, whether you like it or not.
S
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
CRET WEAPON #3: Google Their Company
Sure, you can go to the website of a potential client you hope to work with, but Googling their company name will give you a much broader scope. Find out what other people are saying about them. Especia
Sure, you can go to the website of a potential client you hope to work with, but Googling their company name will give you a much broader scope. Find out what other people are saying about them. Especia
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
lly if it’s negative feedback. See if they’ve been in the news lately, either for something good OR bad.
THINK ABOUT IT: a company’s own website won’t post anything bad about themselves.
AND THINK ABOUT THIS: you might say something stupid or acci
THINK ABOUT IT: a company’s own website won’t post anything bad about themselves.
AND THINK ABOUT THIS: you might say something stupid or acci
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
entally hit a hot button if you don’t do your research first.
SECRET WEAPON #4: Google Your Prospects
I recently did a conference call with the VP of Marketing from a Fortune 500 company. He was interested in working together, so prior
SECRET WEAPON #4: Google Your Prospects
I recently did a conference call with the VP of Marketing from a Fortune 500 company. He was interested in working together, so prior
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
to our meeting, I spent a few minutes Googling his name. I found a great article all about his leadership style; printed it out, stuck it on my wall, then quoted the VP’s own words back to him at the end of our conversation. I complimented his eloq
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
uence and then explained how my services connected with his philosophy. He loved it!
YOUR GOAL: preparation, preparation, preparation.
ALSO YOUR GOAL: make that prospect think, “Wow, he did his homework!”
SECRET WEAPON #5: Google Alerts
Ultimately, when you’re faced with an important sales call, Google is a brilliant preparation tool. It equips you with the information, and therefore, the confidence; to approach that sale like a pro.
Google on!
LET ME ASK YA THIS... How are you
YOUR GOAL: preparation, preparation, preparation.
ALSO YOUR GOAL: make that prospect think, “Wow, he did his homework!”
SECRET WEAPON #5: Google Alerts
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
Every time I speak to a group of people, I always ask them, “How many of you are using Google Alerts?” Usually 3 hands out of 500 go up. And I’m always amazed, mainly because Google Alerts are GOLD. They are email updates of the latest relevant
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
Google results (web, news, etc.) based on your choice of query or topic. My suggest to you is, get alerts for your specific areas of expertise. Help enhance your ongoing education. For example, I have alerts on “nametags” and “approachability.” O
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
her items you might want to consider getting alerts for: your name, your company’s name, your product’s name, your website’s name, clients’ names, your competition’s name, etc.
YOU’LL BE AMAZED: about where your name shows up on the Internet.
YOU’L
YOU’LL BE AMAZED: about where your name shows up on the Internet.
YOU’L
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
L ALSO BE AMAZED: at what you can learn that you otherwise never would have discovered.
SECRET WEAPON #6: Googling Personal Info
This one is just fun. Try your own phone number, address, or better yet, your email. Try your boss’s or yo
SECRET WEAPON #6: Googling Personal Info
This one is just fun. Try your own phone number, address, or better yet, your email. Try your boss’s or yo
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
r spouse’s information. It’s wicked cool. Also, Google your OLD personal information, especially out-of-date phone numbers. You can see which websites list you incorrectly. (If you’re really anal, you can call them up and tell them to change it.)
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
That one will blow your mind.
(NOTE: I just Googled my social security number. Nothing came up, thank God.)
TRUST ME: your personal information is out there somewhere.
AND TRUST THIS: the Internet is forever. (Insert spooky sound effect sound.)
(NOTE: I just Googled my social security number. Nothing came up, thank God.)
TRUST ME: your personal information is out there somewhere.
AND TRUST THIS: the Internet is forever. (Insert spooky sound effect sound.)
.
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
Ultimately, when you’re faced with an important sales call, Google is a brilliant preparation tool. It equips you with the information, and therefore, the confidence; to approach that sale like a pro.
Google on!
LET ME ASK YA THIS... How are you
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
using Google to prepare yourself to approach the sale?
LET ME SUGGEST THIS... Get your people, team, department (whatever) together for "Google Time." Have each person spend 20 minutes Googling, then have a meeting where you discuss your findings
LET ME SUGGEST THIS... Get your people, team, department (whatever) together for "Google Time." Have each person spend 20 minutes Googling, then have a meeting where you discuss your findings
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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