Tags |
|
|
Links |
|
|
Just Other Articles - Telephone Terror - Sales & Marketing Tips
So you have started a new business. You have done an in-depth study of the market place. You have a killer product - your office is ready - now the fun begins. How do you cope with t
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
elephone terror?
I had a long chat with a telesales professional. She was in charge of a company that marketed advertising for a large blue chip company.
Her team had to make 150 d
I had a long chat with a telesales professional. She was in charge of a company that marketed advertising for a large blue chip company.
Her team had to make 150 d
; 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
al ups per day - that's right, you heard me correctly - 150 dial ups per day. Let me clarify what a dial up is. If you call and the person you need to speak to is not in - it still i
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
a dial up. If you call and the person is in but asks you to call back later - it still is a dial up. And lastly if you do manage to speak to the buyer - that is also a dial up.
The
The
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
r working day was 8 hours. When you subtract 1 hour for lunch and 30 minutes for 2 tea breaks per day - this leaves 6.5 hours on the phone = 390 minutes of cold calling. This equates
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
to 2.5 minutes per call on average.
Now in reality, 70% of calls took less than a minute - due to the person not being in or asking to be called back later. So 105 of these calls ar
Now in reality, 70% of calls took less than a minute - due to the person not being in or asking to be called back later. So 105 of these calls ar
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
completed in 100 minutes. This leaves 290 minutes to deal with 45 decision makers. This equates to 4.5 minutes per call. In reality it doesn’t actually work this way. Some decision
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
akers will reject the caller within a couple of minutes - this is great - now you can add those minutes saved by spending them on real potential customers.
What do I mean by telepho
What do I mean by telepho
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
e terror? This is a well known phenomenon that strikes at the heart of most people who have ever had to do telesales. The main cause is rejection. When a sales person makes 10 calls
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
and gets 10 rejections - S/he feels miserable. S/he feels like the buyers are rejecting him/her and not the product. This leads to telephone freeze - no more calls!
So how do you ha
So how do you ha
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
dle telephone terror? Simple - keep making calls. Work out your averages, so you will know what you face. You should know the following statistics / averages inside out:
How many de
How many de
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
ision makers do you manage to speak to per day?
What percentages were interested in your products?
How many interested parties did you manage to convert to buyers?
How many reject
What percentages were interested in your products?
How many interested parties did you manage to convert to buyers?
How many reject
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
ons you received - that’s right - you should know before you start calling how many rejections you are likely to receive - and each time you get a rejection - realise that you have a
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
achieved a positive result - you don't need to speak to that person again!
Start enjoying making your calls and speaking to other people. Some days will be better than others. Alway
Start enjoying making your calls and speaking to other people. Some days will be better than others. Alway
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
stay calm and don't get annoyed with a potential customer. You never know - you might get a call a few days later with an order!
Practice what you are going to say before you pick
Practice what you are going to say before you pick
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
p the phone. Record your self - so you can hear how you sound. Ask your partner to listen to some of your scripts. If certain words don't sound right when you listen to yourself - fi
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
d a replacement. It must seem natural.
Always start of with the smallest potential customers to warm yourself up first thing in the morning.
A final tip - when you have an interest
Always start of with the smallest potential customers to warm yourself up first thing in the morning.
A final tip - when you have an interest
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
d party on the other end - stand up whilst you are talking - this makes you more confident. Use your arms, wave them around whilst you talk. It makes it easier to make yourself under
.
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
tood.
The numbers of rejections you receive in any one day are totally out of your control. You are in control of how many calls you make that day.
Hearing a no brings you closer t
The numbers of rejections you receive in any one day are totally out of your control. You are in control of how many calls you make that day.
Hearing a no brings you closer t
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
hearing a yes and as long as you have conducted the call properly then you have to accept that call only had one outcome which you received. "Some will, some won't, so what, move on
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.justotherarticles.org.ua/article/26000/justotherarticles-Telephone-Terror--Sales--Marketing-Tips.html">Telephone Terror - Sales & Marketing Tips</a>
BB link (for phorums):
[url=http://www.justotherarticles.org.ua/article/26000/justotherarticles-Telephone-Terror--Sales--Marketing-Tips.html]Telephone Terror - Sales & Marketing Tips[/url]
Related Articles:
Trade Finance Alternatives for Export Companies
Ten Great Careers That Don't Require A Four Year Degree
Bookmark it:
|