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We do not advocate cold calling in High Probability Selling. However, cold calling is necessary at times.

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

You do need prospective clients and customers: If you don't have a customer list from which to solicit

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

Examples of combination products may in

referrals, and you also lack an advertising/marketing budget, cold-calling to a highly targeted list is th

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

e fastest route to finding High Probability Prospects.

A High Probability Prospect is one who wants, need

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

s, can afford, and is ready to buy your product or service- now. Those who only want, need, and can affo

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

Combination pro

rd- but are not ready to buy now- are prospects that you'll continue to contact in the future.

How does

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

Cold Calling fit into High Probability Prospecting?

When you start to call your list, initial contacts wi

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

ll be cold calls: Only first-time calls are cold calls in High Probability Prospecting. A truly effective

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

prospecting campaign requires that you call the same list every 3 to 4 weeks, so after a short period 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

ime, most of your calls will be warm calls. A higher percentage of the people on your list will say "Yes"

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

to your prospecting offer with each successive call.

5 Simple rules for maximum effectiveness and maximum

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

Following aspects would a

efficiency:

Don't repeat the same prospecting offer more frequently than every third call.
dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod
>
Your offer must be no longer than 45 words, describing your product/service and mentioning two if

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

its features.

Your prospecting offer must clearly request a "Yes" or "No" answer.

Whe

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

n prospects say "No," you say, "Okay, good-bye."

When prospects say "Yes," you say, "Why?"

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

/OL>

With practice, you should be able to make at least 50 dials per hour. You'll find an increasing numb

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

Professional from academic institutions, pharmaceutical industries, health care indust

er of High Probability Prospects with each pass through your list. You'll be on your way to making appoint

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

ments with people who are ready to buy what you're selling- right now.

High Probability Prospecting won't

.

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

eliminate cold-calling entirely. You will, however, be making relatively fewer Cold Calls. You'll also el

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

Companies that provide selfless information through particip

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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Finding fault is a popular game in most workplaces. Although well-intentioned, the blame game does not resolve problems, it ultimately produces more problems.

Most of us make mistakes in our marketing now and then. I've done things with my own marketing and advertising that I would never advise a client to do. Sometimes I knew they were bad ideas before starting but, through some temporary lapse in judgment, went ahead anyway. Other times I learned the hard way what works and what doesn't. At any rate, we don't always think ahead to the results of each action we take. This brings me to #1 on my list of ways to waste your marketing.

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