Main Subject - Business

A Diva confession here.

There is something that people do, in both their personal lives and in business, that drives me absolutely nuts.
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
trong>

It's such a crappy strategy that people who try to use it on me - immediately go onto my BLACK LIST (you know - the list of
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in
eople you would never buy from or refer anyone to)

Curious what it is?

Trying To Make People Feel Guilty
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

/strong>

Do you want to know what the kiss of death in selling is?

Trying To Make Someone Feel Guilty

Giving you
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
customer the sob story in e-mail, on the phone and in person - asking them why they haven't returned your calls etc.

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

Combination pro
king why they haven't bought from you yet.

It just doesn't work.

2 Reasons They Haven't Contacted You:

1
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
They Have Other Priorities Right Now.

2) They Aren't Sold On YOU.

I had a construction company sales r
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
p do this to me recently (yesssss - I am in the middle of a HUGE RENOVATION job!) who thought if he left me these annoying voice messages that he wo
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ld be THE CHOSEN ONE.

Wrong.

The company that got the job was more professional, exceeded expectations and guess
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
what? They weren't the CHEAPEST either. (I don't sell my services for second rate and I don't expect it from others)

Have You Ever Done This
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
(I hope not!)

Uh-Oh. If you ARE doing this you have entered the Guilt Zone. And its going to keep your sales and success
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a
eally itty bitty.

Why?

Well I don't know about you but I am an adult. I make adult decisions. I know when to buy and when I don'
dd to the challenges in developing combination products:

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

And no amount of pressure is going to make me CHOOSE YOU FASTER.

Plus - when you bug me too much I think you're desp
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
erate which leads me to think your product or service isn't as great as you say it is. And I tell others.

Are You Confusing Follow-Up With
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
"Hurry Up I Need The Money?"

There is a major difference between following up and pushing your customer
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
o hurry up.

Following up is something you have pre-determined with your customer/potential customer.

Doing the old and not so subtle "Hurry
ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust
Up I Need The Money" routine will turn your customer off. Why? Something just won't feeeeel right for them. So they say NO.

Ditc
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
h The Guilt Trip and Let Your Customer Off The Hook

Look. You're not going to get them all. It happens to me too.

If someone doesn't retur
.

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
my e-mail or phone calls - I will send them something in the mail as a thank you for the opportunity to meet with them.

I'll make them curious. I'l
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip
stay in touch. One thing I don't and won't do?

BEG.

And 9 out of 10 times they end up calling me when they are ready.

So 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

Tags

Links

Main Subject - Yikes! The Fastest Way To LOSE A Customer...

Related Articles: