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Main Subject - Learn to Prospect Like a Pro
Mark Victor Hansen, co-author with Jack Canfield of Chicken Soup for the Soul and other Chicken Soup books, says, "Everyone has to have a big list of who they’re going to call on."
The product or service you are selling will determine where you get your list of pro
The product or service you are selling will determine where you get your list of pro
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
spects. For example, if you are selling ear identification tags for cattle, you’d start with a list of members in the Cattleman’s Association. If you were selling tongue depressors, you would start with a list of doctors, clinics and hospitals.
If you are in sales
If you are in sales
; 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
r trying to find clients, sooner or later you are going to have to try cold calling. To someone who has never done it, cold calling is a scary concept. Picking up a phone and calling someone you do not know and trying to interest them in your product or service is n
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
rve wracking at the beginning. Believe me when I tell you that you can learn to enjoy it once you realize that it is no different than talking to an acquaintance that you only talk to once in a while.
In 1994, I got a part time job calling people to see if they wer
In 1994, I got a part time job calling people to see if they wer
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
interested in changing their long distance phone company. Because the job also involved having prospective customers complete an application form, I decided to use a Henderson’s Directory for my prospect list. For those of you who have never heard of a Henderson’s
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
irectory, it contains a list of all the streets in a city. Each street is then broken down by address numbers. Each address lists the names and phone numbers of each occupant plus their occupation. Then, using a map of the city, I called each address in an area of t
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
e city. One day would be spent calling prospects and the next would be spent delivering application forms to the addresses where the prospective customers lived.
I dialed the first number on my list and got an emphatic "NO" from the homeowner. Fifty calls later, I
I dialed the first number on my list and got an emphatic "NO" from the homeowner. Fifty calls later, I
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
had 45 "NO" responses and five phones slammed down in my ear. I felt like quitting. Since that was not an acceptable option, I sat down with a cup of coffee and rethought my approach. I decided that instead of asking if they would like to change to a less expensive
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ong distance provider, that I would pre-screen them.
Before getting back on the phone, I spent several minutes practicing smiling while I read out the new script I had just written. When I felt that I was ready, I picked up the phone and called the next number. A l
Before getting back on the phone, I spent several minutes practicing smiling while I read out the new script I had just written. When I felt that I was ready, I picked up the phone and called the next number. A l
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
dy answered and I said, "Hi, my name is Gilbert Griffiths. I’m doing a survey. Do you do a lot of long distance phoning?" She said, "Well we do some." I asked, "How many calls would you make in a month?" She said, "Oh, about eight to 10." I asked, "How long would th
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
se calls be?" She replied, "Well, I phone my mom once a week and those calls are 20 to 30 minutes long, and the rest would be 10 minutes or less." I said, "How would you like to make those calls for 10 cents a minute?" She said, "That would be great, I’d save at lea
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
t $10 a month." I then explained how she could do it and she told me to bring the forms over.
The next 200 calls resulted in 176 yes replies. I experimented with other approaches and some worked and others didn’t. One thing I did learn was that if you smile while y
The next 200 calls resulted in 176 yes replies. I experimented with other approaches and some worked and others didn’t. One thing I did learn was that if you smile while y
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
u are talking, you will have more positive responses regardless of which script you follow.
Here are several tips to make your cold calls more successful from someone who has made thousands of these calls.
Believe that what you are offering is going to benefit the
Here are several tips to make your cold calls more successful from someone who has made thousands of these calls.
Believe that what you are offering is going to benefit the
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
person you are calling. Note! If you are only doing this to make money, you will be far less successful with your calls. Your motivation is reflected in you tone of voice.
If you believe in what you are offering, you will be much more enthusiastic.
Smile while you
If you believe in what you are offering, you will be much more enthusiastic.
Smile while you
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
are talking to your prospect. You would smile if you were face to face, so do the same thing when you are talking on the phone. It affects the pitch and tone of your voice.
Don’t be discouraged by negative responses. It is not personal. They just don’t want what y
Don’t be discouraged by negative responses. It is not personal. They just don’t want what y
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
u are offering.
If you find that you are getting a lot of negative responses and you have a good offer, then change your script.
Never give up. The more calls you make, the better you will become. Remember, these people don’t know you. Treat them like a neighbor,
If you find that you are getting a lot of negative responses and you have a good offer, then change your script.
Never give up. The more calls you make, the better you will become. Remember, these people don’t know you. Treat them like a neighbor,
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
ith respect and familiarity. You have their name, use it. "Hi, Judy, this is Gilbert calling (or Gilbert Griffiths), and I’d like to interest you in a fabulous new thingamajig for your kitchen. It slices and dices and does the dishes, cooks supper and entertains the
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
kids. I could bring one over this evening to give you a free demonstration. How does that sound? Would 7pm be a good time?"
Don’t waste their time. Don’t ramble or mumble or talk about things that don’t matter. Follow your script and respond appropriately to your p
Don’t waste their time. Don’t ramble or mumble or talk about things that don’t matter. Follow your script and respond appropriately to your p
.
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
ospect’s comments.
Listen carefully to what your prospect says. Sometimes when they are saying "NO" they mean "maybe" or "not now." If they give a very emphatic "NO" they mean it. Thank them and hang up. If they say, "I don’t think that it will do me any good" or "
Listen carefully to what your prospect says. Sometimes when they are saying "NO" they mean "maybe" or "not now." If they give a very emphatic "NO" they mean it. Thank them and hang up. If they say, "I don’t think that it will do me any good" or "
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 can’t afford it right now," they are leaving an opening for you to continue the conversation. Find out why. Then convince them that buying it now would be to their benefit.
Good Luck! Keep calling. There’s a gold mine out there waiting for you to stake your claim
Good Luck! Keep calling. There’s a gold mine out there waiting for you to stake your claim
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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