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Digg It - Make Friends With The Gatekeeper! 10 Ways to Get Through More Often on the Phone
Make friends with the gatekeeper! 10 ideas for getting through
on the phone and leaving your competition out in the cold…
Are gatekeepers the bane of your life? You know you have a great product that will definitely add value to your prospect, make him or her money, save time, you name it - if only you could just get through!!
Having just spent the best part of a whole morning
Are gatekeepers the bane of your life? You know you have a great product that will definitely add value to your prospect, make him or her money, save time, you name it - if only you could just get through!!
Having just spent the best part of a whole morning
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
phoning my prospect list, I became aware of many of the in-built strategies I employ when approaching gatekeepers, that I feel have given me the edge, so I thought, why not share a few?
The first thing to remember is that although you are unique and have a unique proposition, your prospect is probably getting tens if not hundreds of inbound calls a day. It would be entirely poss
The first thing to remember is that although you are unique and have a unique proposition, your prospect is probably getting tens if not hundreds of inbound calls a day. It would be entirely poss
; 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
ible for some managers within organisations to answer sales calls and do nothing else whatsoever.
You appreciate these people need protecting. We live in the days of CTPS, (Corporate Telephone Preference Service) it may be called something else where you live. Essentially this is the trend for companies to opt-out of receiving unsolicited telephone calls.
The trend for companies
You appreciate these people need protecting. We live in the days of CTPS, (Corporate Telephone Preference Service) it may be called something else where you live. Essentially this is the trend for companies to opt-out of receiving unsolicited telephone calls.
The trend for companies
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
to opt-out of receiving calls means essentially there are less prospects left that you can legally make a cold call to.
Think about it, the companies left on databases that will accept calls, are going to be getting many more of them, and this trend will only continue in the future.
Hence the reason for employing PA’s, briefing colleagues and receptionists to block your call, or
Think about it, the companies left on databases that will accept calls, are going to be getting many more of them, and this trend will only continue in the future.
Hence the reason for employing PA’s, briefing colleagues and receptionists to block your call, or
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 the very least, filter it, to avoid you potentially wasting their time.
The irony of opting out of receiving sales calls, is that the companies doing this usually employ outbound telephone marketers of their own. sometimes into the hundreds! I can understand it from both points of view, but that’s the situation, so we have to live with it.
People will always make sales calls
The irony of opting out of receiving sales calls, is that the companies doing this usually employ outbound telephone marketers of their own. sometimes into the hundreds! I can understand it from both points of view, but that’s the situation, so we have to live with it.
People will always make sales calls
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
, in the future it will mean as in all means of media communication, we will have to enhance our quality and pay much more attention to segmenting the right kind of prospect, who is much more likely to want to take our call as he or she actually wants to hear from us.
The tips…
1, Have a positive approach. Read any book by Napoleon Hill i.e. Success through a positive mental att
The tips…
1, Have a positive approach. Read any book by Napoleon Hill i.e. Success through a positive mental att
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
tude, to get this message fully. Even if you can’t get through, you need to create a positive association in the gatekeepers mind, this means being pleasant, having a little well-placed humour here and there. If there is a positive association, the gatekeeper will actually help you to get through, and keep taking your calls. I don’t mean faking it here, make it natural and who you
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
really are.
2, Statement-suggestion. This is for when you have been asked the reason for your call by a receptionist or colleague. it means telling the gatekeeper the reason concisely, then in the same sentence, without a gap for breath, your suggestion for a next action. then you go quickly. You are trying to avoid them asking for you to leave a message, or telling you “I’m sur
2, Statement-suggestion. This is for when you have been asked the reason for your call by a receptionist or colleague. it means telling the gatekeeper the reason concisely, then in the same sentence, without a gap for breath, your suggestion for a next action. then you go quickly. You are trying to avoid them asking for you to leave a message, or telling you “I’m sur
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
e if Mr x was interested he will call you”.
3, Leave a message? Whether you do or don’t is personal preference, I suggest exhausting all avenues to get through before leaving a message. If you just can’t get through, try leaving a message with a little more enticing than just your name and number. Keep it short and ask for what you want with a good reason for your prospect to re
3, Leave a message? Whether you do or don’t is personal preference, I suggest exhausting all avenues to get through before leaving a message. If you just can’t get through, try leaving a message with a little more enticing than just your name and number. Keep it short and ask for what you want with a good reason for your prospect to re
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
pond. After leaving a message, leave a day or so and try calling again a few times before leaving another one.
4, In the office? Far too many times, outbound telemarketers make multiple calls to a prospect when he isn’t even in the office. If you get through to a prospect, check every time, is he/she in the office? If not, then when are they expected back? I find many times that
4, In the office? Far too many times, outbound telemarketers make multiple calls to a prospect when he isn’t even in the office. If you get through to a prospect, check every time, is he/she in the office? If not, then when are they expected back? I find many times that
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
a receptionist or colleague will just keep putting you through to voicemail in the full knowledge that your prospect is out, or even on holiday.
5, I was just speaking to… If you have been put through from one gatekeeper to the other, this technique involves you giving the impression that the first one thought your call was of interest and was almost recommending it to the second
5, I was just speaking to… If you have been put through from one gatekeeper to the other, this technique involves you giving the impression that the first one thought your call was of interest and was almost recommending it to the second
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
one. This is also good when your original prospect is not the right person and they have put you through to the decision maker, use an implied recommendation so your call appears a little less cold.
This should only be used subtly, don’t make a meal of it.
6, Coming clean. You get to a point sometimes when you are asked a direct question about why you are calling, and you can’t
6, Coming clean. You get to a point sometimes when you are asked a direct question about why you are calling, and you can’t
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
get out quick like in idea 2, and I find that it really does pay just to tell it straight. Just tell the gatekeeper in the simplest terms the reason for the call, that the person won’t be expecting the call, but you are following up information etc…
Your honesty and straightforwardness will be valued and you are often put straight through.
7, Time Variation. Really simple, if y
7, Time Variation. Really simple, if y
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
ou can’t get through and you are tending to call in normal hours, you keep getting through to the same colleague or receptionist and they are not putting you through. Try varying the times you call. Try early, try late, try lunchtime, try very late or very early (depends on your determination). Most of your competition will have just given up, you often find that senior decision m
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
akers stay in the office late, and are the first in, in the morning.
8, Sound purposeful. Part of the positive approach, but this is you concentrating on how you sound. Use an upbeat tone, speak clearly with reasonable pace, avoid the filler words like “er”, “erm”, etc. The fact is, you are ten times more likely to be put through if your voice sounds confident and gives the gatek
8, Sound purposeful. Part of the positive approach, but this is you concentrating on how you sound. Use an upbeat tone, speak clearly with reasonable pace, avoid the filler words like “er”, “erm”, etc. The fact is, you are ten times more likely to be put through if your voice sounds confident and gives the gatek
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
eper the impression that there is some existing dialogue between you and the prospect. Sound like it is a foregone conclusion that you will be put straight through, and you often will be, without question!
9, Manners. Another one that should be a staple for you as a professional, but it really works if you can be polite, thank the gatekeeper, even if you were rejected, even if th
9, Manners. Another one that should be a staple for you as a professional, but it really works if you can be polite, thank the gatekeeper, even if you were rejected, even if th
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
ey were off with you, whatever. Have good manners, always take time to say “bye” before putting the phone down. This alone will separate you from many members of your competition who just don’t get it. You will get through much more often than them.
10, Knowing when to quit. I remember this guy, calling me time and time again, I shouldn’t have been a target of his, and I could ne
10, Knowing when to quit. I remember this guy, calling me time and time again, I shouldn’t have been a target of his, and I could ne
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ver have needed his product as it was not appropriate for me. I remember telling him again and again, it just didn’t get through. I wondered how much time he was wasting in the no mans land of sales, barking up the wrong tree with me. There comes a time when you have to look at your list and divert your efforts to better hunting grounds. If you have really tried, you have exhauste
.
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
reasonable efforts to get through to a good prospect, move on, there are plenty more fish as they say!
Finally, remember however hungry you are for appointments, gatekeepers are people just like you. Think of it like this – If they are diverting most your competition, and you learn the techniques and practise them enough to be put through more often, your prospect will be recept
Finally, remember however hungry you are for appointments, gatekeepers are people just like you. Think of it like this – If they are diverting most your competition, and you learn the techniques and practise them enough to be put through more often, your prospect will be recept
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, less call-weary and in a position to hear what you have to say. The gatekeeper is your friend!
Make a point of being a professional, respect yourself and think of what you are doing only in positive terms. You will achieve more appointments and sales and increase your income substantially. Apply this philosophy to your work and your whole life and the results will be amazing
Make a point of being a professional, respect yourself and think of what you are doing only in positive terms. You will achieve more appointments and sales and increase your income substantially. Apply this philosophy to your work and your whole life and the results will be amazing
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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