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Main Subject - Top Ten Email Marketing Mistakes Made By Small Businesses
Email marketing isn't complex or new. Yet we see the same mistakes being made over and over by the marketing executives, sales professionals and owners of small businesses.
If done correctly, email marketing is a very effective medium to generate new leads, and build continuous contact with your customers and prospects. It can easily help you yield new sales and meet your targets.
Take care of these top 10 mistakes
If done correctly, email marketing is a very effective medium to generate new leads, and build continuous contact with your customers and prospects. It can easily help you yield new sales and meet your targets.
Take care of these top 10 mistakes
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
and you are on your way to new sales!
1. Underestimating current customers list - This is by far the biggest mistake we have seen. Marketers just disregard their current customer list, and leave money on the table. Even worse, most have no systematic way of capturing their customer's email and contact details in a common list.
A consolidated customer email
1. Underestimating current customers list - This is by far the biggest mistake we have seen. Marketers just disregard their current customer list, and leave money on the table. Even worse, most have no systematic way of capturing their customer's email and contact details in a common list.
A consolidated customer email
; 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
list can be easily used to market new products to existing customers or to get repeat orders if done regularly and consistently. Existing customers have seen your product and service before, and are more likely to buy from you again.
2. No specific target - One big, long message for everyone is no longer smart or effective. Nothing works the
2. No specific target - One big, long message for everyone is no longer smart or effective. Nothing works the
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
fast way. Now the trend is to do personalized, 1 to 1 marketing. If your standard message is for all prospects in all industries, chances are that it does not address anyone needs.
It is best to send several small, targeted emails to focus groups, which you can track to see what works in which industry, and who opened which mail. With this potent arsenal, you ca
It is best to send several small, targeted emails to focus groups, which you can track to see what works in which industry, and who opened which mail. With this potent arsenal, you ca
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
n focus your efforts on those chose few to spend your time upon, and generate sales with a much bigger ROI.
3. Using cheap lists - Using 300,000 emails from a $100 CD is bound to fail. These email addresses are mostly defunct, and most are acquired through snooping and email extraction from forums. Most will not
3. Using cheap lists - Using 300,000 emails from a $100 CD is bound to fail. These email addresses are mostly defunct, and most are acquired through snooping and email extraction from forums. Most will not
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
be from your target market anyway. Just sending a blatant marketing message is a sure-fire way to get yourself banned from major Internet Service Providers. Anti-spamming laws are catching fast in most countries, so beware of such tactics.
You can either buy a good list of your target group from reputed list brokers, or start compiling your own house list of all
You can either buy a good list of your target group from reputed list brokers, or start compiling your own house list of all
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
past and current prospects, customers, vendors, suppliers, contractors to market to them.
4. No system to measure response - Marketing department just continue to send out messages after messages: There is no check on ROI, no measurement of efforts, and no mechanism to evaluate the response of past messages. No wonder t
4. No system to measure response - Marketing department just continue to send out messages after messages: There is no check on ROI, no measurement of efforts, and no mechanism to evaluate the response of past messages. No wonder 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
hese efforts hardly bring in any results or prospects.
A systematic measurement system is very important. With emails, you can tag each and every link, email account and email sent, so that when it is opened or clicked, you can immediately know who is interested, who is keen to buy, what product, and how eagerly.
With a good measurement, you can call those few
A systematic measurement system is very important. With emails, you can tag each and every link, email account and email sent, so that when it is opened or clicked, you can immediately know who is interested, who is keen to buy, what product, and how eagerly.
With a good measurement, you can call those few
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
hat spent time with your message, or on your website, and by knowing their browsing behaviour, you can customise future messages for them. Market something that they have shown interest on, and you are closer to another sale.
5. No clear goal or strategy - Start with the right goal and marketing strategy. Your first goal should be to establish t
5. No clear goal or strategy - Start with the right goal and marketing strategy. Your first goal should be to establish t
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
ust and credibility within your target market.
Secondly, get the prospect interested enough in what you are selling, so that they are willing to give you their contact information.
Thirdly, your marketing message should be sent out regularly so that the prospect expects it, waits for it, and it shows that you are consistent, reliable, and trustworthy.
Remember, market
Secondly, get the prospect interested enough in what you are selling, so that they are willing to give you their contact information.
Thirdly, your marketing message should be sent out regularly so that the prospect expects it, waits for it, and it shows that you are consistent, reliable, and trustworthy.
Remember, market
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ng exists to generate leads, prospects and help sales and delivery teams to close the deals, & not for any other purpose. So focus, and strategize on these lines.
6. Marketing folks don't have time to update anyone about their initiatives - Most of the time, the services folks, the receptionist and other employees of the company are not even awa
6. Marketing folks don't have time to update anyone about their initiatives - Most of the time, the services folks, the receptionist and other employees of the company are not even awa
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
re of what marketing is up to. So when a prospect calls the office to talk about the offer made in the email, neither the receptionist has a clue, nor the employee from the service department. None has seen the email, and have no idea who to refer this prospect to. Here goes another lost sales.
Marketing efforts need to be integrated over the entire orga
Marketing efforts need to be integrated over the entire orga
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
isation, and everyone should understand the need & importance of what's going on.
7. Marketing message is inconsistent - Many marketing firms just send out a message, without making sure that it is consistent with the other company collateral. It is not even properly linked to the company's website, and does not incorporate the complete office
7. Marketing message is inconsistent - Many marketing firms just send out a message, without making sure that it is consistent with the other company collateral. It is not even properly linked to the company's website, and does not incorporate the complete office
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
address, telephone, fax, contact information. Just giving an email address is not sufficient to build trust and prove that yours is a genuine offer.
8. Boring marketing message or ad copy - A long repetitive message is no way to capture the prospects attention. You can't watch a boring movie even if you paid for the ticke
8. Boring marketing message or ad copy - A long repetitive message is no way to capture the prospects attention. You can't watch a boring movie even if you paid for the ticke
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, so who is going to read your unasked for marketing email if you are not even addressing the problem.
Most messages spend countless paragraphs talking about what they offer, their products, services, and me, me, me. There's nothing in the message to catch the reader's attention. You need to talk about the problems faced by your target market, their in
Most messages spend countless paragraphs talking about what they offer, their products, services, and me, me, me. There's nothing in the message to catch the reader's attention. You need to talk about the problems faced by your target market, their in
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
ustry, and their issues. Once you establish a bond by acknowledging that you know about their problems, they will be more amenable to your message, and products.
9. Dropping prospects half way in the engagement process - It is a proven fact that a new prospect will take an average of 5-7 different interactions or more,
9. Dropping prospects half way in the engagement process - It is a proven fact that a new prospect will take an average of 5-7 different interactions or more,
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
before they build enough trust on you, your company and your products or services before thinking of buying from you. So if you drop prospects after meeting them once or twice, thinking that they are not qualified or do not seem interested, you are losing sales too quickly.
Continuing to hand hold them and stay in constant contact will help you in the long
Continuing to hand hold them and stay in constant contact will help you in the long
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
run, as you will be familiar to the prospect and their needs.. People love to do business with people they know, and not strangers. Email is the most cost-effective way to stay in touch.
10. Not interested in educating the prospect - The marketers are so focused on sales, that they do not spend enough time with their prospec
10. Not interested in educating the prospect - The marketers are so focused on sales, that they do not spend enough time with their prospec
.
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
s to educate them. Remember that if you service a prospect well, they will most likely convert to a paying customer sooner or later. Have patience. Use email to market to them regularly with information, education, free offers etc. until they build enough trust to buy from you.
Conclusion:
Email marketing has been proven time and again, if done
Conclusion:
Email marketing has been proven time and again, if done
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
correctly. Big companies like IBM, Amazon, HP are using it effectively, and smaller companies are catching up fast in understanding its marketing reach.
With its lows cost, and effectiveness, email marketing helps to build long term relationships with your target audience. Use it wisely, and ye shall reap its rewards.
To your success with Email Marketing,
Vinai Prakas
With its lows cost, and effectiveness, email marketing helps to build long term relationships with your target audience. Use it wisely, and ye shall reap its rewards.
To your success with Email Marketing,
Vinai Prakas
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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