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Digg It - Inside Sales Tips - Voicemail - The 5 Golden Rules
I remember a time -- and it doesn't seem like that long ago -- when voicemail was all the rage. There was no e-mail, so people tended to honor and even return voicemail messages. It was a good time...
But
But
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
that's history now. E-mail has changed everything, and people now hit the delete button on their voicemail messagesthe instant the they hear something they don't like -- which is usually when it's a message
; 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
from an unknown inside sales rep. What to do?
The good news is that there are some rules you can follow that will give you the best chance at getting your prospect to maybe call you back.
And I say maybe
The good news is that there are some rules you can follow that will give you the best chance at getting your prospect to maybe call you back.
And I say maybe
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ecause people are simply too busy to call people back -- especially a sales calls.
To give yourself the best chance of being one of the lucky few who do get called back, follow the 5 Golden Rules of voicem
To give yourself the best chance of being one of the lucky few who do get called back, follow the 5 Golden Rules of voicem
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
il messages, and cross your fingers -- a little luck never hurts.
Golden Rule #1 -- Be specific.
It is imperative to do some research and leave a message that specifically addresses a problem or event tha
Golden Rule #1 -- Be specific.
It is imperative to do some research and leave a message that specifically addresses a problem or event tha
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
your prospect is dealing with. For example, if you find out on their website that they are opening a new branch or division in another city, mention this and tie it in with your value proposal. And always
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
se their first name. Something like:
"Hi Barbara, Mike Brooks here with HMS software. I'm calling about your new office that's opening in Houston next month, and I wanted to provide you with some ideas tha
"Hi Barbara, Mike Brooks here with HMS software. I'm calling about your new office that's opening in Houston next month, and I wanted to provide you with some ideas tha
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
may help with your networking issues. We work with a lot of companies in the area, and I think you'll find it useful when we talk.
You can reach me by calling area code (800) 222-0568. That number again i
You can reach me by calling area code (800) 222-0568. That number again i
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
area code (800) 222-0568, and ask for Mike Brooks. I look forward speaking with you and thanks for returning my call."
Golden Rule #2 -- Use a script.
You absolutely must script out exactly what you're g
Golden Rule #2 -- Use a script.
You absolutely must script out exactly what you're g
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 say. Nothing gets your message deleted quicker than a series of ums and ahs. People are way too busy to sit through -- let alone call back -- a message that rambles on and on by someone who doesn't a
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
pear to know why they are calling.
Also, by scripting your message you can create great content ahead of time and deliver it like a professional -- unlike the other 80% of the messages they get.
Golden Ru
Also, by scripting your message you can create great content ahead of time and deliver it like a professional -- unlike the other 80% of the messages they get.
Golden Ru
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
le #3 -- State their problem and offer a solution.
Did you notice that in the voicemail sample in Rule #1, I mentioned a specific event (their move) and a possible problem (networking issues) as well as po
Did you notice that in the voicemail sample in Rule #1, I mentioned a specific event (their move) and a possible problem (networking issues) as well as po
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
ential solutions to their problems (some ideas that may help you)?
This is the winning voicemail formula -- mention specific problems your prospect is having and offer your solutions to them. Prospects are
This is the winning voicemail formula -- mention specific problems your prospect is having and offer your solutions to them. Prospects are
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
only thinking about themselves and will only be interested in you if you can help them solve their problems.
By addressing this in your voicemail, you stand the best possible chance of getting your call re
By addressing this in your voicemail, you stand the best possible chance of getting your call re
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
urned.
Golden Rule #4 -- Mention how your solution has helped others in their industry.
Did you notice in the sample voicemail message the part about "we work with a lot of other companies in your area"?
Golden Rule #4 -- Mention how your solution has helped others in their industry.
Did you notice in the sample voicemail message the part about "we work with a lot of other companies in your area"?
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
eople want to work with, and in fact feel comfortable working with, people who understand their business. If you have experience at solving other company's problems, then your prospect will want the same so
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
ution as well.
Everyone wants to work with successful companies, and if other companies are using you, they figure you've got to be doing something right.
Golden Rule #5 - Never, ever leave more than two
Everyone wants to work with successful companies, and if other companies are using you, they figure you've got to be doing something right.
Golden Rule #5 - Never, ever leave more than two
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
essages.
After you leave your first message, wait at least a week before you leave a second. And if that doesn't get returned, move on.
The last thing you want to be is a pest and a desperate one at that.
After you leave your first message, wait at least a week before you leave a second. And if that doesn't get returned, move on.
The last thing you want to be is a pest and a desperate one at 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
After two messages, your prospect has your name and number, and if they are interested they will call you back. And if they don't then you get to spend time looking for someone who will.
In conclusion: to
In conclusion: to
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
ive your voicemail messages the best chance of being returned, follow these 5 Golden Rules. And make sure to have a solid script ready for when they do call back!
All the best,
Copyright @ 2006 Mike Brook
All the best,
Copyright @ 2006 Mike Brook
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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