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Many of you are cold calling—or introductory calling, as I prefer to think about it—to set new business appointments

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

with prospects. In order to effectively set new business appointments, it is important to determine the goal of you

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

Examples of combination products may in

initial telephone call. Many of you would say that your goal is to close the sale. And that is true—closing is your

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

ultimate goal. Closing, however, is not the goal of your first telephone call. This is an important distinction! Whe

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

making introductory calls, your goal is to set the appointment and only to set the appointment.

Every business h

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

Combination pro

s its own sales cycle. Getting in the door is step one. If your prospect does not know you, your company, your produ

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

t or service, then she will never buy from you. So, how do you accomplish step one and get in the door?

On an int

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

oductory call, you are not selling your product or service, you are selling a meeting. You want your prospect to giv

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

you 10 to 15 minutes of their time, so that you can introduce yourself, your company, your product or your service.

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

And that is it! At this point, you are not asking the prospect to do anything but give you time. You are not asking

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

er to buy anything, change vendors, commit to or change anything that she normally does.

Approaching your calls t

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

Following aspects would a

his way changes the entire conversation. Suppose your prospect tells you that she already has a vendor. So what! You

dd to the challenges in developing combination products:

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

are not asking her to change vendors, you are asking her to meet with you so that you can introduce yourself, your c

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

mpany, product or service, and that way, in the future, if her situation changes, she’ll know you, she’ll know the c

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

mpany, product or service. Certainly, it never hurts to have a backup source! This is entirely reasonable! (By the w

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

y, if your prospect already has a vendor, that makes her a qualified prospect—she buys what you sell!)

If you thi

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

Professional from academic institutions, pharmaceutical industries, health care indust

k about introductory calling in this manner, the entire tenor of your conversation with your prospect changes. There

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

is less pressure, both on you and on your prospect. It makes your manner more relaxed, and it relaxes your prospect

.

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

nd allows them be open to what you are saying. This works. Once you are in the door, the sales cycle can move forwar

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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Joint Venture experts have an entirely different approach than a typical business or salesperson. To REALLY soar financially, you're going to want to check this out.

As another new calendar or fiscal year begins, it is wise to take a good hard look ahead at where your business is heading in light of the business environment of the new year. It is also wise to develop new goals for the upcoming year in this new business environment. The way to take this proactive and positive step in your business is to use strategic thinking and planning. Looking at the start of a new year, we can acknowledge some uncertainty in the business environment and perhaps in our personal lives. Therefore, it is the perfect time to engage in strategic thinking and planning to benefit from the opportunities that are always present, especially during uncertainty.

Factoring software can be defined as an interacting, continuing, future-oriented structure of equipment and procedure, designed to generate and process information flow that can aid business executives in the management of their programs.

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Digg It - Appointment Setting: An Introduction, Not a Lifetime Commitment!

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