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So we all hate having to make telephone appointments, it’s a pretty thankless task at the best of times, but if you learn your craft well, at least you will be out there getting appointments and making things happen. Just remember, if you

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

sell a product worth say 5000 pounds, and it takes you 100 rejections to get that sale, then each of those rejections is worth ?50.00. If you were paid ?50.00 just for getting a NO each time, you’d be on that phone day and night wouldn’t

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

Examples of combination products may in

you?

These tips are just a few of the many hundreds I could write from my 17 years experience of cold calling and appointment making. Nothing happens without a sale.

The tips.

1. Be absolutely clear why you are making the call, establ

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

sh in advance what it is you want to happen, structure the questions around that outcome, remember – sell the appointment, not the product!

2. Basic politeness, not false, if you enjoy people, it shows, try to enjoy yourself, you are a s

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

pecialist in one of life’s most noble professions. be courteous, no matter what’s going on at the other end, you are the professional, prove it.

3. Keep good records! So many telephone marketers lose the plot because they just can’t reme

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

Combination pro

ber where they are up to with their list, I have done this myself, re-calling a client I only just spoke to with the same sales pitch! It’s worth saving yourself this embarrassment just for the sake of paying attention and making a few no

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

tes in a system, not just a pad you might lose.

4. If you call an automated system, press zero, it is usually a default for reception, if that doesn’t work and you are forced to listen to the whole menu of options, make a note of the opt

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

ion number for the next call so you will save time.

5. Tape the phone to your hand! Well that’s just metaphorically speaking. The point is, just start phoning and keep at it, just promise you will do a chunk of an hour to start, no matte

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

what, it is so easy to do anything but make the calls you know matter.

6. Always address your prospects by their title, i.e. Mr Jones, using first names on a cold call can appear to be over-familiar, I have been caught out a couple of t

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

imes and learned very early its title first, until rapport is built between you.

7. Listen, Listen, Listen! So many sales people miss this one, on the phone doing their script and not listening carefully to the response. Missing vital in

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

o and buying signals. Try repeating each word your prospect is saying in your head very shortly after they have said it. It is a good discipline to make sure you are using your ears and mouth in the right order.

8. Stay off the radar. Si

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

Following aspects would a

mply getting more chances to be put through to a prospect by not alerting the gatekeeper to who you are. If the prospect is not there, just quickly say you’ll call later thanks, and off you go. I wouldn’t usually leave a message until at

dd to the challenges in developing combination products:

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

least a good number of attempts to get through.

9. Be persistent. Try varying your call patterns, call later, call early, call on a Friday afternoon, don’t buy in to the myth that there are times of the day not worth calling, making appo

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

ntments is like fishing. I have often abandoned a fishing location, only to see another angler come in exactly the same place and get a full net! Technique and belief are what matters.

10. Get it out quickly. Prospects hate a drawling de

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

livery, say it quick and keep it sharp, not too quick, but just at a good pace, get to the point early, ask for what you want.

11. When speaking avoid filler words like er, erm, y’know, they are diluting your delivery and make you sound

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

lumsy. Just be aware of what you are saying and ‘kill the fill’ You will get more appointments.

12. If not now when? Both if your prospect is not available, or if your prospect has said there is a chance of an appointment, just not yet.

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

Professional from academic institutions, pharmaceutical industries, health care indust

Why is now not a good time? When will be better? Can we pencil that in the diary?

13. Have your diary at the ready, with a good idea of how many appointments you are going to make. If your diary is not even open in your drawer, you are j

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

ust programming yourself to believe you aren’t going to make any meetings. Have a positive expectation of the appointments, how many, and when you are going to schedule them.

14. As Henry Ford Said: “Whether you think you can, or think y

.

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

u can’t, you’re right either way.” Think positive, take rejection and learn – It’s not personal, enjoy it, it’s made you stronger! Develop a formidable mental attitude, read motivational books.

15. When you close on an appointment, confi

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

Companies that provide selfless information through particip

rm the details carefully, get the date right, confirm by email, offer that if the prospect wishes to make any changes, they can feel free to. It will demonstrate you are a professional, and not make the prospect feel trapped and closed on

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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Why would you need an exit strategy for a plan, a partnership on your relationship with a vendor? Because the consequences are TOO high for you not to. It doesn't make you a failure and you are not planning to fail. Instead, you are covering all of your bases in order to protect your interests. How so?

Typically an organisation chart shows control or seniority, it does not show how the organisation actually works. On a daily basis people communicate with each other, give advice and provide support for each other. These factors are mirrors for the organisational culture that exists and hence a determining factor in the ability of an organisation to innovate. It would therefore be useful to have a measure of the extent of the advice, trust and communications networks.

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