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Digg It - Introverted Cold Calling 101
There are many things an introvert must quickly come to realize when they enter a sales organization. First, and most obviously, you will have to engage new people on a daily basis. Just becaus
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
e you’re an introvert doesn’t give a free-pass when you call someone over the phone. I’ve never known anyone successful who could just pick up the phone, not say a word, and get a sale. If you
; 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
an, or know someone who can do this, please contact me and let me know their secret.
Your first cold call is a daunting, if not downright horrifying task. You are about to pick up the phone an
Your first cold call is a daunting, if not downright horrifying task. You are about to pick up the phone an
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
d dial a complete stranger. For me, I kept wanting to know everything about this person, their company, what they looked like, how would they react, would they like me, etc before talking. It j
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
st isn’t possible to answer every question. At some point you have to pick up the phone and get it over with. So, how is the introverted cold call done?
The First Call
I like to break my cold
The First Call
I like to break my cold
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
calls out into a simple yet effective plan. It can give you peace of mind and act as a roadmap throughout your call. This can help take some of the fear out of cold-calling, because you will ha
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
ve some structure to your approach.
1. Introduction - Identifying yourself and your company
o Identifying how you are a credible and reputable company
o Linking yourself to the company in an
1. Introduction - Identifying yourself and your company
o Identifying how you are a credible and reputable company
o Linking yourself to the company in an
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
way
o Linking yourself to the contact in any way - What is the purpose for your call and what do you hope to accomplish with the contact? - Does the contact have time right now to talk?
The
o Linking yourself to the contact in any way - What is the purpose for your call and what do you hope to accomplish with the contact? - Does the contact have time right now to talk?
The
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ntroduction is a key element to getting your prospect interested in you and your company. It is important to be concise with your delivery and effective with your follow-through. The first thin
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
g a contact will wonder when they pickup the phone is: Who are you? Why are you calling me? Am I the right person you need to talk to? Make sure you identify yourself clearly and if possible.
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ext, spell out why you are calling. Keep it short and easy. Many contacts will get dozens of sales calls every day, so keep it simple but engaging. Lastly, make sure the contact isn’t in the mi
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
dle of something. There is nothing worse than if you push-on without asking permission, it’s rude and unprofessional. So put all the pieces together and this is an example of what you’d get.
“
“
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
This is the Introverted Salesperson calling you from Shy Guy Inc. I was actually just speaking with (insert secretaries name, other contact, etc) and they mentioned you would be the person who
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
andles (insert role). The reason for my call today was to introduce myself as a point of contact at Shy Guy Inc. and to see if there would be a good fit between your company and ours. Do you ha
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
e a few minutes to speak right now?”
Or try…
“Hi, this is the Introverted Salesperson calling you from Shy Guy Inc. The reason for my call today was to introduce myself as a (insert your role
Or try…
“Hi, this is the Introverted Salesperson calling you from Shy Guy Inc. The reason for my call today was to introduce myself as a (insert your role
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
). I actually work with many other companies just like yours including (insert companies in same industry) and wanted to see if their might be a good fit with yours. Do you have a minute right
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
ow?”
Please note that this is just an example of what you can say. One of the biggest mistakes I made when I started was reading right off my script. It came off dull and people could tell I w
Please note that this is just an example of what you can say. One of the biggest mistakes I made when I started was reading right off my script. It came off dull and people could tell I w
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
s doing it. The only response I got that day was, click!
Slowly, and with time and practice I could say the same thing, but not even sound scripted. You need to make it sound conversational, l
Slowly, and with time and practice I could say the same thing, but not even sound scripted. You need to make it sound conversational, l
.
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
ike are calling them and saying your pitch the first time, every time you call. If it does get dull, mix it up. Even changing one word can make your entire script fresh again!
So there it is,
So there it is,
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
plan of attack for your cold calls. I’m always looking for new ways to spice up my cold calls, so please feel free to contact me with your tips and suggestions. Good luck!
© 2007 eco touch LL
© 2007 eco touch LL
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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