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Digg It - Catapult Your Business-How to Get Customers to Chase You Instead of the Other Way Around
I was thinking about the statement:
The Small Business Administration tells us that 80% of all small businesses will not make it more than 2 years, and by 5 years 90% will have gone out of business.
If that is the case, then why does every business out there try to be like the others? Most copy everything right down to the way everyone else in the same industry lays out their office.
The reasons I get from clients
They don’
The Small Business Administration tells us that 80% of all small businesses will not make it more than 2 years, and by 5 years 90% will have gone out of business.
If that is the case, then why does every business out there try to be like the others? Most copy everything right down to the way everyone else in the same industry lays out their office.
The reasons I get from clients
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
t want to reinvent the wheel.
They want to learn from those that have done it because it will save time and money.
Can we then assume that they are all wrong? Yes! At least 80% of them!
Finding How to Be Different Will Bring More Success Faster Than Trying to Be Like Everyone Else
For most companies there is someone just like you on literally every street corner in the world. Isn’t it a little hard to get noticed s
Can we then assume that they are all wrong? Yes! At least 80% of them!
Finding How to Be Different Will Bring More Success Faster Than Trying to Be Like Everyone Else
For most companies there is someone just like you on literally every street corner in the world. Isn’t it a little hard to get noticed s
; 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
tanding in a crowd that all look alike?
If you want to be noticed, don’t you have to look different, do something that would make you stand head and shoulders above that crowd?
I’m going to give you two points here that, if you decide to follow them, will make your business so visible that people are chasing you to buy from you instead of the other way around. It will make your business a magnet, pulling customers in.
Find what make
If you want to be noticed, don’t you have to look different, do something that would make you stand head and shoulders above that crowd?
I’m going to give you two points here that, if you decide to follow them, will make your business so visible that people are chasing you to buy from you instead of the other way around. It will make your business a magnet, pulling customers in.
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
s you unique (we’ll discuss that later).
Find what is different about the 20% of businesses that are succeeding. (I’m not saying copy them and look like them either. I’m suggesting that they have something we can learn from).
Learn what the other 80% of all business are doing so we can avoid it.
Finding Your Unique Selling Proposition, That Thing that Makes you so visible above the crowd that they are chasing y
Finding Your Unique Selling Proposition, That Thing that Makes you so visible above the crowd that they are chasing y
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ou
When I’m working with my executive business coaching clients I spend a significant amount of our time trying to find what would make my clients different. This one idea alone can make you super successful if you find your powerful unique selling proposition.
List your products/services/features
Let’s start a worksheet on a piece of paper. On the far left create a column called Products/Features/Services, and lis
When I’m working with my executive business coaching clients I spend a significant amount of our time trying to find what would make my clients different. This one idea alone can make you super successful if you find your powerful unique selling proposition.
Let’s start a worksheet on a piece of paper. On the far left create a column called Products/Features/Services, and lis
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
t all of your products, your features, your services down that column. List each on their own line down the left side.
Benefits--Why Buy the Product/Service?
Next to that create a column, label it, “Benefits, What would a client get from buying my product or service. This is an answer to “Why buy my product (service).”
Don’t worry about perfection here. This is a thought process that will get better the more you think ab
Next to that create a column, label it, “Benefits, What would a client get from buying my product or service. This is an answer to “Why buy my product (service).”
Don’t worry about perfection here. This is a thought process that will get better the more you think ab
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
out it, and until you start writing down your thoughts it isn’t going to get better. So start now. This is a process. You’ll find that your early answers will be rather weak and wishy washy. You might not think so when you first write them down, but I’ll guarantee that the more you review this each time you’ll look back and realize how far off target you’ve been when talking about your product before, and probably still are in the early ph
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
ses of what we are doing right now.
Make sure that, as you write the answers in each column to the right, that they line up with a product or service on the same line of the first column. So, answer the same question for each product or service.
Why Buy It From Me?
The next column to the right is “Why buy it from me?” In other words, if someone has already decided to buy the product based on the benefit you just wrote in
Make sure that, as you write the answers in each column to the right, that they line up with a product or service on the same line of the first column. So, answer the same question for each product or service.
The next column to the right is “Why buy it from me?” In other words, if someone has already decided to buy the product based on the benefit you just wrote in
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
the 2nd column, and IF there really is someone just like me on every street corner, then give a reason why they should buy from you, or even better, why should you be noticed above that crowd on every street corner. A quick suggestion: Before you go where everyone else goes—your answer shouldn’t have anything to do with being less expensive. If you go there you’ll lose. Everybody else is already there. You’ll just be looking like everybod
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
y else anyway. Take your best shot at this, we’ll come back and get it better later.
Make the "Benefits" and the "Why Buy It From Me" ….MEASURABLE
Now, the last column:
• Take both the Why buy the product?
• And Why Buy it from me?
• And turn them into measurable results.
Finding the right measurable result is where you’ll find your opportunity to stand out above the crowd, where you’ll find a statement that
Now, the last column:
• Take both the Why buy the product?
• And Why Buy it from me?
• And turn them into measurable results.
Finding the right measurable result is where you’ll find your opportunity to stand out above the crowd, where you’ll find a statement that
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
will make your company a magnet to customers.
I want you to step back and really look at all of those answers. Did you answer all of the questions based on what benefit the customer really receives? Or was it still about the product/service, was it kind of iffy, wishy washy, weak?.
I’ll use one of my client’s businesses. He is a business coach as well. I coach the coaches, a business advisor to business advisors. His product is business
I want you to step back and really look at all of those answers. Did you answer all of the questions based on what benefit the customer really receives? Or was it still about the product/service, was it kind of iffy, wishy washy, weak?.
I’ll use one of my client’s businesses. He is a business coach as well. I coach the coaches, a business advisor to business advisors. His product is business
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
coaching, training, sales training.
Now for the benefit a customer might receive: It’s almost too easy to say education, better skills, but that’s not digging deep enough.Why would the customer want education and better skills?
What is the final result if we keep asking why this, why this, why this until we get to the bottom line.
Benefits:
Increased business, increased bottom line, easier to run business. In my opi
Now for the benefit a customer might receive: It’s almost too easy to say education, better skills, but that’s not digging deep enough.
Benefits:
Increased business, increased bottom line, easier to run business. In my opi
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
nion that is still a little weak. But let’s move on so that you get the idea. And I suggest you do the same. Get the ideas down at first. Then, after completing all of the other columns come back and look at it with the new ideas that will have been generated.
Why buy it from me?
It’s a little too easy to say that he gives them training, or does it at a better price than others. If he digs deep enough, he gives them results inste
Why buy it from me?
It’s a little too easy to say that he gives them training, or does it at a better price than others. If he digs deep enough, he gives them results inste
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
ad of training. Where most companies provide training for a day, he’ll ask the client what he wants and dig for that deeper answer, and then focus on delivering results, not just training. Still not where I want it. It’s still weak.
For the measurements:
Small business clients that act on the ideas they generate together double their business in 3-4 weeks, and he’ll guarantee a 2:1 ROI on his fee.
Now if I go back to Why buy it
For the measurements:
Small business clients that act on the ideas they generate together double their business in 3-4 weeks, and he’ll guarantee a 2:1 ROI on his fee.
Now if I go back to Why buy it
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
rom me, and add, “giving results (and how much, make it measurable, do you double a business? A really good coach can.), and doing it in 3-4 weeks” instead of just some time we’re starting to reach that really powerful statement.
Using what you find in the measurable part in your marketing, in your elevator speech, you’ll find people noticing you for a change. You’ll start to see marketing results go up 5-10 times. When you use this in a
Using what you find in the measurable part in your marketing, in your elevator speech, you’ll find people noticing you for a change. You’ll start to see marketing results go up 5-10 times. When you use this in a
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
networking event you’ll have the room coming over to find out more.
Most of my clients really balk when we start talking about “make it measurable.” They are usually afraid to have to commit to something. And many have never even thought about what kinds of results could be measured.
I’ll get answers like “How can I put a measurement on it? I have so many different products. They are so different I can’t give you ONE answer.” Or, gee I
Most of my clients really balk when we start talking about “make it measurable.” They are usually afraid to have to commit to something. And many have never even thought about what kinds of results could be measured.
I’ll get answers like “How can I put a measurement on it? I have so many different products. They are so different I can’t give you ONE answer.” Or, gee I
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
don’t feel comfortable committing that I can do that.
I’ll not let them get away with that. Pick an average, pick the best you’ve ever done, the worst you’ve ever done. This is a thought process. And then let’s put something down on paper that you are willing to commit to. Let’s write down something that says, “most of our clients will get this…..” “the typical client will get this….”, and “I will absolutely guarantee that a client will g
I’ll not let them get away with that. Pick an average, pick the best you’ve ever done, the worst you’ve ever done. This is a thought process. And then let’s put something down on paper that you are willing to commit to. Let’s write down something that says, “most of our clients will get this…..” “the typical client will get this….”, and “I will absolutely guarantee that a client will g
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
et this…”
At first, many of my clients will feel that they are having to commit to something they don’t want to commit to. Well, guess what? That’s what will make you different. Pay close attention. These are the KEYs to catapulting your business forward.
Very few commit to THE RESULTS they will deliver.
Making it measurable will deliver a product that SO VISIBLY stands out above everyone else that you WILL be noticed.
At first, many of my clients will feel that they are having to commit to something they don’t want to commit to. Well, guess what? That’s what will make you different. Pay close attention. These are the KEYs to catapulting your business forward.
.
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
i>
Everyone else is selling generic stuff on every street corner. Just make sure that your statement is true and deliverable.
Believe me it works. I have people running over to me after chamber introductions to hear more. Or sometimes to say, “You can’t really do that….can you?”
Back to my coaching client example: Sales went through the roof when he was willing to stand up and commit to doubling someone’s business, or doubling the outpu
Everyone else is selling generic stuff on every street corner. Just make sure that your statement is true and deliverable.
Believe me it works. I have people running over to me after chamber introductions to hear more. Or sometimes to say, “You can’t really do that….can you?”
Back to my coaching client example: Sales went through the roof when he was willing to stand up and commit to doubling someone’s business, or doubling the outpu
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
t of some specific part of a business, if they, in turn, would just act on the ideas, and then guarantee a 2:1 ROI against the fee. That’s measurable. That’s a very visible, clear definition of results.
Measurable results in an elevator speech, ads, brochures, wherever your getting out there to be seen will become so powerful of a statement that your business will magnetically be pulling customers in faster than you could possibly imagine
Measurable results in an elevator speech, ads, brochures, wherever your getting out there to be seen will become so powerful of a statement that your business will magnetically be pulling customers in faster than you could possibly imagine
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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