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Digg It - Prospecting -The Importance of Repetition
When we talk about our BLITZ CALL® System for prospecting and making cold calls we say that it is easy to learn, simple to do, low key, repeatable, m
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
easurable, and effective. People seem to understand each of those characteristics except the word repeatable.
Repeatability is important in virtual
Repeatability is important in virtual
; 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
y every skill that you practice. For example, in bowling, tennis, or golf you develop a form or delivery that puts the ball in the exact position yo
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
want it. Then you simply try to repeat that movement every time. When you take lessons your performance is judged on how well you do compared to t
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
at "perfect form." This makes life a lot easier for you because you don't have to try something new every time.
We feel that the same rules should b
We feel that the same rules should b
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
applied to prospecting. Develop a system for making the cold calls and then simply do it over and over. When you have it down pat, you can then ju
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
dge your performance by that standard. If things are not working like you want them to, you are probably not doing it right. You just have to revie
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
what you are doing, compare it to the standard and make the necessary corrections.
Or, you may have developed a prospecting approach that wasn't ex
Or, you may have developed a prospecting approach that wasn't ex
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ctly the right thing to do, so you will need to do some fine tuning. Either way, by having a repeatable standard, you can quickly and easily make co
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
rections.
The alternative would be to try something new every time and hope that it works. When it doesn't, you probably will have no idea why and
The alternative would be to try something new every time and hope that it works. When it doesn't, you probably will have no idea why and
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ith no standard by which to judge, you won't be able to find out. It is much easier to have a standardized, repeatable system.
I was working with a
I was working with a
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
salesman in Dallas who thought that BLITZ CALLs were simply lots of very short prospecting calls. With that thought in mind he would make the calls
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
on his prospects and simply hand over a brochure with his business card stapled to the cover and say, "if you see anything you need give me a call."
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
I don't consider that a prospecting call.
I told him that an initial prospecting call my way, was indeed designed to be brief and able to be done o
I told him that an initial prospecting call my way, was indeed designed to be brief and able to be done 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
ten, but that it was to begin a relationship with a prospect, not simply let them know you exist. You have be a proactive sales professional to stir
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
up the kind of activity most of you want.
By learning the wording and the goals of his prospecting system he was able to make a very fast and dramat
By learning the wording and the goals of his prospecting system he was able to make a very fast and dramat
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
ic increase to his sales. He did it by simply learning his wording cold and then repeating it over and over again to prospects.
When you are prospec
When you are prospec
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ing on a regular basis, I suggest that you learn a BLITZ CALL or some other type of system for prospecting, just make sure that it is something that
.
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
ou can do over and over - repetition.
When you have accomplished this, you will see that any weaknesses in your implementation can be quickly identi
When you have accomplished this, you will see that any weaknesses in your implementation can be quickly identi
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
ied and corrected. And now you can see the importance of repetition.
Sell Well and Often,
Bill Truax Bill@BlitzCall.com
© Copyright 2006 WJ Trua
Sell Well and Often,
Bill Truax Bill@BlitzCall.com
© Copyright 2006 WJ Trua
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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