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Main Subject - Ancient PowerPoint Secrets: Ask Your Grandma!
Yes, there are ancient PowerPoint secrets...secrets your grandmother knows and is probably willing to pass down to you.
But what's this you say? Your grandmother has never even heard of Microsoft PowerPoint?
No matter. If your grandma was like mine, she knew something about the power of an effective presentati
But what's this you say? Your grandmother has never even heard of Microsoft PowerPoint?
No matter. If your grandma was like mine, she knew something about the power of an effective presentati
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
on.
Ancient PowerPoint Secret #1: A little treat. My grandmother was the master of what you might call a coffee klatsch...getting people together to talk and tell stories under the guise of having some sort of treat. In my grandmother’s day, the treat would usually involve meeting over coffee or t
Ancient PowerPoint Secret #1: A little treat. My grandmother was the master of what you might call a coffee klatsch...getting people together to talk and tell stories under the guise of having some sort of treat. In my grandmother’s day, the treat would usually involve meeting over coffee or t
; 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
ea, and some sort of wonderful, home-baked sweet. And with these coffee klatsches, Grandma would inform and entertain while developing or maintaining treasured relationships.
If you’re in sales, you can learn a lot about PowerPoint presentations from your grandma. Chances are, her coffee klatsch o
If you’re in sales, you can learn a lot about PowerPoint presentations from your grandma. Chances are, her coffee klatsch o
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
bjectives probably aren’t that much different than your PowerPoint presentation objectives. Like Grandma, you want to inform and entertain your audience…and you’ll want to develop and maintain valuable long-term relationships, as well.
I’ve given lots of PowerPoint presentations in my day. And I’ve probably clo
I’ve given lots of PowerPoint presentations in my day. And I’ve probably clo
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
sed more sales over a box of doughnuts than with any single presentation! How can it be any wonder that many coffee shops today offer free, open wireless connections? Coffee shop owners know that during the day, business people often close deals over coffee and treats. The free wireless access that coffee shops
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
ffer is an inexpensive, effective lure to attract business people. In the same way, offering your prospects a tasty treat is a friendly, low-cost way to begin a sales relationship.
Ancient PowerPoint Secret #2: A little conversation. In the past six weeks, I closed three deals in coffee shops. I bought c
Ancient PowerPoint Secret #2: A little conversation. In the past six weeks, I closed three deals in coffee shops. I bought c
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
offee and offered treats to my prospects, popped open my notebook computer, and had a conversation (not a presentation!) about my prospects’ needs. Yes, I developed PowerPoint slides for all three meetings. But I didn’t use PowerPoint to present: I used PowerPoint to guide a conversation.
Now, you
Now, you
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
know that conversations are two-way, interactive forms of personal communication. But what did your grandmother know? She knew that conversations can be downright entertaining! And that’s yet another ancient PowerPoint secret: a series of conversations are much more effective than any single presentation when i
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
t comes to building relationships. So instead of building a massive PowerPoint presentation, why not build a PowerPoint conversation?
Here’s how: start by listening to your prospect. Conversations are all about give-and-take, which involves listening, not just talking. Avoid storming into your first c
Here’s how: start by listening to your prospect. Conversations are all about give-and-take, which involves listening, not just talking. Avoid storming into your first c
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
lient meeting with an “All About Us” PowerPoint presentation. Your grandma wouldn’t blab her life story to someone she just met: and neither should you!
Instead, ask questions. Find out about your potential clients’ business and what challenges they might be facing. Have a conversation, not a presentation.
Instead, ask questions. Find out about your potential clients’ business and what challenges they might be facing. Have a conversation, not a presentation.
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ncient PowerPoint Secret #3: A little more conversation. If you think your or your company can help your new prospect, ask them if they’d like to meet you in a few days…for coffee and treats, of course! Tell your prospect you’ve generated some good ideas for their business based on your conversation, but you
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
’d like a little time to give a little more thought to what they’ve said.
At this point, many sales people give a yelp of protest at this advice. They want to dive right into their product and services, and fire up their “All About Us” presentations right away!
But if you want to develop a long-term relationsh
At this point, many sales people give a yelp of protest at this advice. They want to dive right into their product and services, and fire up their “All About Us” presentations right away!
But if you want to develop a long-term relationsh
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
ip, slow down! Give it some thought! By telling a new prospect that you’ve listened to what they said and that you want to think about it, you’re showing them that you respect their ideas. That’s flattering stuff. And by asking for a second meeting, you’ve also assumed the close. In this case, the close is simpl
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
y a second meeting.
And of course, your prospects will definitely want to talk to you again! Everyone loves a good listener. Plus, your new prospects will want to hear the big payoff from investing in their first meeting with you. And guess what? By slowing things down, you’ve favorably predisposed your prospec
And of course, your prospects will definitely want to talk to you again! Everyone loves a good listener. Plus, your new prospects will want to hear the big payoff from investing in their first meeting with you. And guess what? By slowing things down, you’ve favorably predisposed your prospec
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
ts into liking what you have to say. Why? Because if they’re busy, they’re thinking subconsciously, “Now, why am I meeting with this person again? I know, the pastries are good, but that’s not the real reason, although I sure would like another one sometime soon. Oh, I know why -- it’s probably because I like th
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
s person. I’m sure I’ll like her products, too. Otherwise, I wouldn’t have agreed to meet with her again!”
So ask for a second meeting and go home. Go back to your office. Armed with the information you’ve gleaned from careful questioning and listening to your prospects’ concerns, you can custom-build a PowerP
So ask for a second meeting and go home. Go back to your office. Armed with the information you’ve gleaned from careful questioning and listening to your prospects’ concerns, you can custom-build a PowerP
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
oint conversation that’s “All About Them”. This is way more effective than the typical “All About Us” presentation.
And remember, Grandma didn’t have any use for bullet points! Bullets are for shooting people, and pointing is bad manners! So when you develop your PowerPoint conversation, remember what Grandma r
And remember, Grandma didn’t have any use for bullet points! Bullets are for shooting people, and pointing is bad manners! So when you develop your PowerPoint conversation, remember what Grandma r
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
eally loved: relevant, entertaining, illustrative stories. Make sure you tell a few good stories to your client in every conversation. Bullets can injure and kill: but a good story can really help you sell!
Put it all together... A little coffee, a little treat, a little conversation: that’s the essence
Put it all together... A little coffee, a little treat, a little conversation: that’s the essence
.
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
of beginning and developing an ongoing customer connection. A series of conversations over delightful treats can set a beautiful stage for building a long-term business or personal relationship. This approach is much better than plunking down a notebook computer filled with fancy graphics, animations, and sound
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
effects. You may kid yourself that PowerPoint’s technical “eye candy” can take the place of Grandma’s penchant for telling entertaining stories over coffee and cake – but it isn’t. You only get to build strong relationships over time, so put away your hard-sell PowerPoint presentation slides...and grab a cookie
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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