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Digg It - 3 Steps To Getting A Sales Meeting
The best way to get a new customer is to clearly identify
who you want
to do business with and then get in front of them. They can
then see what you look
like, possibly see what your product looks like and also
examine any da
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
ta or
statistics you might have. It gives you the ideal
opportunity to start building
a positive working relationship with your potential
customer.
Advertising, direct mail, web sites and telesales all have their place but n
Advertising, direct mail, web sites and telesales all have their place but n
; 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
thing beats the face to face interview.
The first challenge is, of course, getting to speak to your
prospect and arrange a meeting.
When you phone your prospect's organisation it's highly possible you won't get through initially
When you phone your prospect's organisation it's highly possible you won't get through initially
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
even if you have
their direct number. There's always an assistant, a
colleague or voice mail to deal with.
# 1 Deal with the other person
1. Always be pleasant and polite. Use the person's name as soon as you know it but not
# 1 Deal with the other person
1. Always be pleasant and polite. Use the person's name as soon as you know it but not
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ver familiar.
2. Use your prospects name and your name; say - "Will you please tell John Smith that Alan Fairweather is on the phone for him."
3. If you're asked what it's about, say - "It's about the contents of a letter Mr S
2. Use your prospects name and your name; say - "Will you please tell John Smith that Alan Fairweather is on the phone for him."
3. If you're asked what it's about, say - "It's about the contents of a letter Mr S
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ith has received. (More later)
Will you tell him that Alan Fairweather is on the phone for
him please!"
4. If you're told that your prospect is in a meeting, find out what time they'll be out of the meeting and ask if it that
4. If you're told that your prospect is in a meeting, find out what time they'll be out of the meeting and ask if it that
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
ould be a good time
to call.
5. Thank the person for their help and say - "I'll call back at 3.30 and look forward to speaking to John then. Thanks for your help Mary."
None of this is easy but persevere and don't be nuisance.
5. Thank the person for their help and say - "I'll call back at 3.30 and look forward to speaking to John then. Thanks for your help Mary."
None of this is easy but persevere and don't be nuisance.
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
Always be friendly, firm
and courteous with Mary.
It sometimes helps to send a brief letter to your prospect explaining that you'll call to arrange a short meeting. (Don't use the word appointment). Briefly state your product
It sometimes helps to send a brief letter to your prospect explaining that you'll call to arrange a short meeting. (Don't use the word appointment). Briefly state your product
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
or service benefit or even a couple of questions at
the start of the letter.
But don't make it a sales letter and don't enclose literature. (Your prospect gets enough of the stuff).
# 2 Deal with voice mail:
1. Give your name
But don't make it a sales letter and don't enclose literature. (Your prospect gets enough of the stuff).
# 2 Deal with voice mail:
1. Give your name
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
business name and phone number. Speak
slow and clear, warm, friendly and businesslike.
2. Say what you do - "Were the people who minimise production time and cost on..... I'd appreciate the courtesy of a return call on .......
2. Say what you do - "Were the people who minimise production time and cost on..... I'd appreciate the courtesy of a return call on .......
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
"
3. You might want to make an appointment to call - "I appreciate you're very busy Mr Smith, however I have some interesting information for you. I'll call back at 3pm and would be pleased if you'd speak to me."
4. Follow up w
3. You might want to make an appointment to call - "I appreciate you're very busy Mr Smith, however I have some interesting information for you. I'll call back at 3pm and would be pleased if you'd speak to me."
4. Follow up w
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
th a fax or email and make it human.
5. Leave your phone number again, slow and clear.
Again this is a challenge, however if you sound warm and friendly and that you could be worth talking to, then you'll get call backs. Alway
5. Leave your phone number again, slow and clear.
Again this is a challenge, however if you sound warm and friendly and that you could be worth talking to, then you'll get call backs. Alway
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
keep customer details
handy because when prospects call back they say - "Hi Alan,
its Fred I'm returning your call."
If you made twenty calls that day you may not initially know
who Fred is, so be prepared.
# 3 Sell the meeti
# 3 Sell the meeti
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
g
Once you speak to your prospect on the 'phone you need to do a good selling job to get the meeting. Most of the time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit bus
Once you speak to your prospect on the 'phone you need to do a good selling job to get the meeting. Most of the time they're going to say something like - "I'm not really interested, we already have a supplier, I'm a bit bus
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
y at present."
Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound war
Always keep in mind that the majority of prospects are reasonable human beings and they have nothing against you personally. There's also a strong possibility that they'll welcome a visit from you if you sound war
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
, friendly and
businesslike.
If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.
Plan your call carefully and consider the foll
If you sound like you have some worthwhile information to impart and you don't sound pushy or manipulative then you're more likely to get that meeting.
Plan your call carefully and consider the foll
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
wing.
1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit to the prospect
4.
1. Greeting - Speak slowly and clearly using the prospects name, your name, and your business name
2. Courtesy - Ask if it's convenient to speak
3. Introduction - Say what you do and provide a benefit to the prospect
4.
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
lose - Ask for a short meeting at mutually convenient
time
5. Deal with resistance - Acknowledge what the prospect says, outweigh with a benefit and close again
6. Don't use the word "appointment"
7. Don't start selling your pr
5. Deal with resistance - Acknowledge what the prospect says, outweigh with a benefit and close again
6. Don't use the word "appointment"
7. Don't start selling your pr
.
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
duct/service on the 'phone
only sell the meeting
8. Don't say you'll send literature, say you'll bring it with you
9. Don't be pushy, be persistent and pleasant
10. Have a fall-back position. If they won't see you this time th
8. Don't say you'll send literature, say you'll bring it with you
9. Don't be pushy, be persistent and pleasant
10. Have a fall-back position. If they won't see you this time th
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
n ask if it would be OK to 'phone at an agreed time
in the future - and make sure you do so.
You won't win them all however if you sound professional and pleasant, potential customers are more likely to see you, so don't give up
You won't win them all however if you sound professional and pleasant, potential customers are more likely to see you, so don't give up
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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