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I had no money when I started my consulting business.

But I had a phone, and that’s all it took to transform myself from an Indiana professor with a church-mouse salary, in

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

to an independent, flourishing, nationwide practitioner within a matter of mere months.

I contacted colleges and trade associations out of the blue, asking them to sponsor

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

a new seminar I had created, and within 18 months my program had been successfully sponsored by 35 of them, which became my distribution network.

I didn’t know ANY of the p

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

eople I called, initially. Not one came from a referral. And there wasn’t a sponsor that came to me during that time—I went to them.

Still, I was able to increase my earnin

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

gs by TEN TIMES within a calendar year, buy my own home in pricey California, and start driving luxury cars and taking European and Hawaiian vacations, at will.

During my f

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

rst few years of professional speaking, a major publisher noticed my programs and asked me if I wanted to write books. I did; six in five years, and four went on to become b

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

usiness best-sellers. Later, I would publish my second six.

And these books, in turn, brought me millions of dollars of added business.

This harvest of success came direct

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

ly from the seeds I sowed with my cold calls.

If not for those frosty calls, made during one of the coldest Midwestern winters on record, I wouldn’t be writing this article

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

, and I might still be stuck in that quiet hamlet of 7,500 souls, where I was until I mustered the courage to dial my way out.

IN LIGHT OF THIS NARRATIVE, WHICH LOSER IS GO

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

ING TO TELL ME COLD CALLING DOESN’T WORK?

When you learn to cold call, you control your destiny.

You decide your activity level, and directly affect your results. You set

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

our salary.

You don’t have to wait for inbound calls to be generated from expensive advertising, and because you are proactively reaching out to prospects, you’re enjoying

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

several advantages:

(1) You fly under the radar of your competitors. I was at 35 universities and had six titles on the shelves of Barnes and Noble before my competitors ev

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

en knew there was a category in stores for “sales” and “telemarketing.” In other words, you’re fast to the market, and that advantage can be amazing in its impacts.

(2) You

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

can customize your offers to each prospect, quickly market testing them until you sort out the best one, and then focus on it. Try changing print ads or direct mailers with

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

this frequency, and even if you did you wouldn’t get the instant, rich feedback a cold call gives you.

(3) There’s no downtime. You can keep calling until you strike gold,

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

knowing that at any time you’re awake, someone, somewhere in the world can be reached by your call and say yes.

(4) Cold calling is cheap and getting cheaper still. How man

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

y hundreds or thousands of unused minutes do you have left on your calling plans?

(5) Your competitors are afraid of the phone, busy taking to heart the wimpy appeals of so

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

-called gurus who claim cold-calling doesn’t work. Don’t even think your prospects are being bombarded by multiple phone offers. It just doesn’t happen, anymore, so you’ll s

.

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

tand out among all of the cowards who are trying to find a “lazy person’s” path to riches.

I could go on.

Once you learn to cold call you join the ranks of those who have

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

tasted battle and savored hard earned victories. Everyone else may have an opinion, but unless they’ve ventured where you’ve been, they don’t know what they’re talking about

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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