Main Subject - Business

“I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” --Maya Angelou

Referrals. Everyone wants ‘em, but few are willing to ask for them for fear of seeming pushy, d

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

esperate or sleazy. If you ask self-employed individuals how they would ideally like to build their businesses, they would tell you ‘by word of mouth.’ Why? Because…

It’s an ongoing, renewable process.

You don’t have to spend money on ad

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

Examples of combination products may in

ertising.

Referrals most often end up being high quality clients.

You don’t have to build trust from scratch; it’s built for you.

You don’t have to sell yourself (someone already did that).

They come to you already pre-sol

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

d and often ready to buy.

Can’t beat it. But why are referrals so elusive, so hard to come by sometimes? I think that most people just aren’t familiar with the idea that you can actually DO something to generate referrals, beyond waiting by t

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

e phone or asking your clients over and over again, sounding like a broken record. Personally, that’s not my favorite thing to do, so I leave that tactic for the sales sharks out there. That’s just not my style.

The good news is, I have found some really goo

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

Combination pro

, authentic, and comfortable techniques for generating referrals. I personally have a handful of systems in place with every client to ensure that they continue to think about sending referrals and they inevitably do. I then turn around and teach them to imp

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

lement these same techniques with their own clients, so they too have referrals coming to them effortlessly.

Now, wait a minute, before you start thinking, “Does Fabienne really have a 100% referral-only practice?” the answer is ‘No, of course not.’ I st

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 market regularly using my own marketing plan. It works for me, as opposed to me working for it. And if you’ve worked with me privately, been to my live seminars or purchased the home study manuals, you know that each slice of the marketing pie works systemati

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

cally and consistently to get you clients.

And ONE of the pieces of the marketing pie is setting up this Referral System. There are half a dozen elements to it, but today, I want to focus on one of the most important referral-generating techniques, so yo

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

can get closer to the 100% referral practice too. Getting referrals from existing clients. It’s all about how you make your client FEEL.

Now, you’d think that every client who experiences great results from working with you will automatically send yo

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

clients. Not so. For some reason, there are some who do talk about you and refer clients to you, and some who won’t do it automatically. But I’ve found that if you treat a client really well, and genuinely make them feel good, they just become your ambassad

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

Following aspects would a

or and start telling others about you, like crazy.

But it’s got to be authentic. If you’re pretending to make a client feel good and they see through that, you’ve lost the trust you had with them. Instead, look at how you can make each point of contact w

dd to the challenges in developing combination products:

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

th them something that they enjoy or remember.

Obviously, you want to add Incredible Value. When a client is getting more than they expected or are paying for, they will most likely refer others to you, often. My purpose in coaching is to have the client

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

receive so much more value than they’re paying for that, 1) cannot afford NOT to work with me and, 2) they cannot help but tell others.

When you offer Incredible Value, clients are telling others about you mostly because people are asking THEM what they

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

re doing to get clients so quickly, and they end up talking about you and referring you to others.

But here’s the key. If you’ve made them feel really good too, clients become really proud of your relationship, and they’ll want to tell others about you e

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

en more. How do you make them proud of the relationship? My answer is with integrity, caring, and by going above and beyond just for the sheer fun of it.

Your Assignment:

How does a client feel when they’re working with you? Like another notch on you

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

Professional from academic institutions, pharmaceutical industries, health care indust

r belt, like your next mortgage payment, or like a cherished member of your inner circle?

Do you pick up the phone genuinely excited to talk to them?

Do you go out of your way to encourage them and make them feel good?

Do you s

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

nd them little notes or tell them you believe in them?

Do you treat them like a friend and let them into your lives just a little bit?

Do you take a ruthlessly compassionate stand for their success?

These may seem like little

.

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

things at first, but working on this alone will generate more referrals. And adding it to other simple referral systems in your own Client Attraction System™ will fill your practice FAST. Trust me, setting up these referral systems is much better than waking

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

Companies that provide selfless information through particip

up in the middle of the night, sweating and turning, thinking, ‘How am I going to get clients?’ When you strive for a 100% referral practice, you stop waking up in the middle of the night and you start THRIVING.

© 2007 Client Attraction LLC. All Rights Reserved

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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