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Main Subject - Turn Prospects Into Customers By Triggering The Core Buying Emotion
No matter what you’re marketing, from goods to services to information, every sale you make is
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
fueled by your prospect’s emotion.
Every purchase, every day, everywhere is made based on emot
Every purchase, every day, everywhere is made based on emot
; 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
ions. They’re at the heart of our psychological decision-making process. In fact, studies have
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
hown that people with injuries to the area of the brain responsible for emotions suddenly find
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
it very difficult to make even the most basic decisions.
The key, then, to capturing that pros
The key, then, to capturing that pros
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ect’s attention and turning him into a loyal customer is to trigger the emotions that will make
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
him decide he can’t live without what you’re offering.
The Core Buying Emotion
It’s the fuel
The Core Buying Emotion
It’s the fuel
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
that powers every sale – the Core Buying Emotion. The deep-seated feelings your prospect alread
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
y has toward your product or service and the needs it will fulfill in his life.
He already has
He already has
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
these feelings. Your job is to discover them, and stimulate them in your marketing.
But the CB
But the CB
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
E is complex, not just a single feeling. Just like gasoline is a complex mix of chemicals – a m
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
ix that differs from state to state, sometimes even city to city – the CBE is an intricate mix
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
f feelings.
And just like pure crude oil won’t move your car, pure one-dimensional emotions wo
And just like pure crude oil won’t move your car, pure one-dimensional emotions wo
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
n’t move your products. People don’t feel single, isolated emotions – and they certainly don’t
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
uy on them.
Know Thy Prospect
To get to his core emotions, you have to know your prospect wel
Know Thy Prospect
To get to his core emotions, you have to know your prospect wel
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
l. Intimately well. You have to know more than just demographics. What is he worried about? Wha
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
frustrates him? What are his core beliefs? What are his dreams and aspirations?
Once you begi
Once you begi
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
n to see your prospect as a living, breathing human being with beliefs, feelings and desires, y
.
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
u can begin to uncover his core emotions. You’ll begin to see the individual chemicals that mak
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
e up the complete mixture.
And then you can decide how to ignite the fuel that powers the sale
And then you can decide how to ignite the fuel that powers the sale
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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