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Main Subject - Increase Conversion with Situational Selling
When you walk into a sporting goods store, does the
salesperson immediately assume that you play hockey? Of
course not. In fact, he'd probably never make a sale if he
greeted every customer with "Hi! We've got some gre
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
at ice
skates in just your size. Would you like to see a pair?"
On the other hand, the one-size-fits-all sales pitch -- "Hello, may I help you?" -- doesn't exactly entice shoppers to break out the old wallet either.
On the other hand, the one-size-fits-all sales pitch -- "Hello, may I help you?" -- doesn't exactly entice shoppers to break out the old wallet either.
; 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
Instead, the really good salespeople are trained to discover
details about the customer before trying to pitch a
particular item. A question like, "Hi, how are you? What
sport do you play?” is a great opening line. It
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ets the
customer to focus on a general topic, and then persuades him
or her to narrow down the choices. And a focused customer is
a buyer, not a browser.
What does this have to do with your online sales? Plenty. Esp
What does this have to do with your online sales? Plenty. Esp
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ecially if you'd like to increase your conversion by 50
percent or more.
You see, if you focus just on increasing traffic without increasing your profit per visitor, well, you’re missing out on more money. Or more e-m
You see, if you focus just on increasing traffic without increasing your profit per visitor, well, you’re missing out on more money. Or more e-m
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
il opt-ins. Or whatever it is
that you do to monetize your site. Fewer clicks and more
sales should always be the goal. You’ll improve those two
metrics when your site successfully gets visitors to focus
right away o
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
n the homepage and then proceed directly to
checkout.
That's where the "situational sell" can be your super-cybersalesperson. On a website, you can give visitors a few choices that best describe their situation, and e
That's where the "situational sell" can be your super-cybersalesperson. On a website, you can give visitors a few choices that best describe their situation, and e
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
ntice
them to click on the description that puts them into a
specific segment of the market.
The situational sell is a way to pitch products and information strictly from the customer’s point of view. If you're sell
The situational sell is a way to pitch products and information strictly from the customer’s point of view. If you're sell
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ng sports merchandise online, you would want to
get customers to click on their favorite team right away,
and then choose the item they want to buy. After all, a New
York Yankees fan isn’t interested in looking at merc
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
handise
from the Arizona Cardinals. If you're selling real estate,
you could ask visitors if they're buying a starter home, a
vacation home, or just looking to remortgage an existing
home. Think of the situational se
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
l as pre-qualifying your
visitors, before they get a chance to wander aimlessly
through your site. If you pre-qualify them, you can funnel
them through the sales process a lot faster.
One traffic school website who tr
One traffic school website who tr
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
ied this tactic ended up
increasing its email opt-ins by a whopping 60 percent! How
did they do it? Instead of simply listing the names of the
courses it offers, the website asks visitors what type of
driver they are
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
, literally. On the site you’ll see 3 boxes
in a row in the main body area. Each box contains a unique
headline, a photo to illustrate the idea, and a description
of services within the category.
Box #1 contains the h
Box #1 contains the h
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
adline “New Driver?” and includes a
picture of teenagers laughing and hanging out in a school
parking lot. Box #2 carries the headline “Too Many Tickets?”
and includes a picture of a driver getting a ticket.
Finally,
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
Box #3 has the headline “Trying to pass the state
exam?” along with a picture of a recent immigrant holding
paperwork.
Under the headlines, a series of links appear. This is also a great place to include your top-tie
Under the headlines, a series of links appear. This is also a great place to include your top-tie
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
keywords. Once a
visitor clicks on one of those links, he or she is guided to
a page specifically geared to sell products or services to
their demographic.
The beauty in setting up a ‘situational sell’ website is t
The beauty in setting up a ‘situational sell’ website is t
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
hat it’s a very flexible way to market one type of product
to a wide selection of site visitors.
If you’re selling e-books or informational products, there will be different features or advantages that you’ll want to
If you’re selling e-books or informational products, there will be different features or advantages that you’ll want to
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
highlight, depending on the visitor. By segmenting your
visitors first on your homepage, you can funnel them to
specialized pitches.
The situational sell sounds logical because it is logical. But in the day-to-day min
The situational sell sounds logical because it is logical. But in the day-to-day min
.
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
tia of maintaining a website, the
big details sometimes get lost in the shuffle. Take a fresh
look at your homepage and give your visitors a fresh
perspective. Try the situational sell. It will make your
visitors com
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
fortable, they’ll feel as if you already
understand their point of view, and you’ll most likely be
rewarded with higher conversions.
Copyright © 2006 by Diane Metz. All rights reserved under U.S. and international law
Copyright © 2006 by Diane Metz. All rights reserved under U.S. and international law
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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