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Main Subject - Endless Referrals: Interview with Best Selling Author Bob Burg
Q: How did you get started in business?
A: My background was as a radio sportscaster, which was my dream growing up. I very quickly moved into doing television news, which probably was not a good move because the passion for news wasn’t there, nor was the skill. Never had that “nose for news” nor did I care to. Today, at
A: My background was as a radio sportscaster, which was my dream growing up. I very quickly moved into doing television news, which probably was not a good move because the passion for news wasn’t there, nor was the skill. Never had that “nose for news” nor did I care to. Today, at
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
the age of 48 and as involved politically as I am things would probably be different but, at the time, it just wasn’t there.
I “graduated” into sales and, realizing I was also not particularly good at that, began reading and studying all I could about it. It was a fascinating study and, following the system of the succe
I “graduated” into sales and, realizing I was also not particularly good at that, began reading and studying all I could about it. It was a fascinating study and, following the system of the succe
; 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
sful people I learned from at the time, such as Tom Hopkins and Zig Ziglar, my sales career really took off. Eventually I became Sales Manager of a company, which I found to be very rewarding, as well.
Regarding speaking and writing, it evolved, at first, just because other people were asking what I did that resulted in
Regarding speaking and writing, it evolved, at first, just because other people were asking what I did that resulted 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.
y sales success. Then, I began selling the tapes (back then, there were no such thing as CDs and DVDs) for another speaker, who was very well established. Eventually, I devised my own program with a focus on Networking and referrals, which were two strengths of mine, once I had learned how to go about it correctly. I wrot
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
the book on Endless Referrals simply as a way of “positioning” myself more effectively and profitably as a speaker. The first edition of ER was written back in 1993 and I’ve updated it twice since then.
Now, with several books and more audio programs and other informational products, and having joined in business a coup
Now, with several books and more audio programs and other informational products, and having joined in business a coup
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
e of years ago with a man by the name of Thom Scott, who is an expert on all forms of Direct Response and other forms of marketing, we are shifting our business model from a speaker who writes, to marketers of information products . . . who also happen to speak.
Q: What have been the most significant developments in netw
Q: What have been the most significant developments in netw
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
rking and referral based businesses in the last few years?
A: Well, I certainly believe the principles of networking and referral-based business will always remain the same, and that is, “All things being equal, people will do business with, and refer business to, those people they know, like and trust.” We always need t
A: Well, I certainly believe the principles of networking and referral-based business will always remain the same, and that is, “All things being equal, people will do business with, and refer business to, those people they know, like and trust.” We always need t
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
first keep in mind that “Networking” is far different from what most people think it is. It’s not glad-handing people while shoving a business card in their face and fast-talking about why they should be doing business with you. Instead, it is simply the cultivating of mutually beneficial, give and take, win/win relation
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
hips.
Of course, with technology being as prolific as it has become, there are certainly more ways to enter into these types of relationships. It’s important – very important, however, to always realize that people do business with, and refer business to, those PEOPLE they know, like and trust, not those COMPUTERS they k
Of course, with technology being as prolific as it has become, there are certainly more ways to enter into these types of relationships. It’s important – very important, however, to always realize that people do business with, and refer business to, those PEOPLE they know, like and trust, not those COMPUTERS they k
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
ow, like and trust. It’s always about the relationship first, about adding value first, about – what Wallace Wattles, author of the 1915 classic, “The Science of Getting Rich” called – “adding increase” to the lives of others.
What technology has done is provided so many more outlets, ways and means of accomplishing this
What technology has done is provided so many more outlets, ways and means of accomplishing this
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
There are people with whom I’ve had successful joint ventures while never having met them personally . . . and hardly even speaking with them on the phone. That couldn’t have happened “back in the day.”
Q: What do you see as the future trends in networking and referral based businesses?
A: While I believe the relations
Q: What do you see as the future trends in networking and referral based businesses?
A: While I believe the relations
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
hip will remain king, I believe that technology will continue to provide us with more ways of networking effectively, efficiently and profitably.
Q: Should I set up one of these ‘blogs’ I keep hearing about?
A: Yes, by all means, yes! And, the good news is that there is plenty of good information from knowledgeable sour
Q: Should I set up one of these ‘blogs’ I keep hearing about?
A: Yes, by all means, yes! And, the good news is that there is plenty of good information from knowledgeable sour
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
es on how to set up and operate a successful blog.
Q: What is the most important thing a young entrepreneur or professional can do when starting out in business without a sphere of influence?
A: Develop that powerful sphere of influence starting now! When you meet someone with whom you feel a mutually beneficial, give a
Q: What is the most important thing a young entrepreneur or professional can do when starting out in business without a sphere of influence?
A: Develop that powerful sphere of influence starting now! When you meet someone with whom you feel a mutually beneficial, give a
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
d take, win/win relationship would be appropriate, then go ahead and begin to cultivate it. Remember, there is an entire system and methodology behind doing this; it’s not a matter of simply getting their business card and putting it in your Rolodex or contact management file. Another thing that the young entrepreneur or
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
rofessional can do is to make it a point to meet already-successful people and learn from them. Yes, you can cultivate relationships with these people. Just remember, it’s up to you to creatively find ways to “add value” to their lives as your part of cultivating the relationship. The key . . . begin now!
Q: What one pie
Q: What one pie
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
e of advice would you leave with our readers?
A: Keep learning, keep growing. Follow what I call The Success Formula:
1. Seek out and find the information (the system),
2. Apply the information immediately,
3. Be persistent. Sandwich those principles around the specific goal or desire you have, and the belief in yours
A: Keep learning, keep growing. Follow what I call The Success Formula:
1. Seek out and find the information (the system),
2. Apply the information immediately,
3. Be persistent. Sandwich those principles around the specific goal or desire you have, and the belief in yours
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
lf and what you’re doing, and by the very nature of life, you must succeed.
— Bob Burg shares information on topics vital to the success of today’s business person. He speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations. On the na
— Bob Burg shares information on topics vital to the success of today’s business person. He speaks for corporations and associations internationally, including fortune 500 companies, franchises, and numerous direct sales organizations. On the na
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ional rally circuit, Bob has shared the platform with legends such as Zig Ziglar, Jim Rohn, Brian Tracy, Denis Waitley, CNN’s Larry King, Dr. Joyce Brothers, Today Show’s Willard Scott, Radio Legend Paul Harvey, Tom Hopkins, Mary Lou Retton, Coach Lou Holtz, the late Og Mandino, former U.S. President Gerald Ford, and coun
.
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
less others. Two of his books, “Endless Referrals: Network Your Everyday Contacts into Sales” and “Winning Without Intimidation: How to Master the Art of Positive Persuasion” have each sold well over 160,000 copies. And, Endless Referrals has been released in its third, totally revised and updated edition. Bob is a staunc
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
advocate, supporter and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve. You may subscribe to Bob’s “Endless Referrals Video Briefs” by going to www.burg.com, waiting two seconds for the gold invite, clicking, and going from there
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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