Just Other Articles

Even after a great meeting with a Realtor, chances are they aren’t ready to do business with you yet. So how do you keep their interest? How do you keep yourself positioned at the

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

top of their mind? If you keep sending them the same mortgage marketing brochures they’ll get bored. So what should you do?

Think about your favorite TV show. What keeps you exc

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

ted about the show and tuning in each week? It’s usually because the show features a compelling story line, one that you see in small sections (episodes).

When you develop your mortg

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

age marketing materials to reflect this same kind of story telling tactics, you capture the attention of the audience and keep them tuned in for the next episode.

Maybe you are h

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

ving a hard time picturing how you will drip out information in a storyline format. Most people deliver all their information in one fell swoop. But their audience can only digest sm

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

Combination pro

all amounts of information at a sitting, and that’s how you need to structure your marketing approach.

Your first step might be sitting down with your prospect and finding out some i

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

formation so you can tailor your approach to them. What are their goals, obstacles, and challenges for the year? How do they plan to overcome these obstacles? Do they need help? What

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

can you do to help?

Once you identify their problems, you can develop your materials to your audience. When you show how you solve the problems they are experiencing, your mater

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

als become magnetic to them, and they can’t wait to hear more.

How do you start? After your meeting or phone call (it could just be a quick survey with no pressure), sit down and

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

immediately write a personalized, handwritten thank you note. Thank them for taking the time to speak with you and learn about their problems. As you close your note, state that they ca

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

expect to hear from you with materials to help solve their problems.

Next, follow up with a brochure. Many loan officers would give the agent a brochure at the meeting. Instead,

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

you are going to make sure that your brochure addresses their problem, something you couldn’t have known in advance.

A perfectly designed brochure is one of the cornerstones of your

dd to the challenges in developing combination products:

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

marketing materials. It reinforces your position and gets them to think back to the first meeting or phone call. Now you’ve had three contacts with the agent (your meeting or call, t

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

e thank you note, and now the brochure).

In the next phase, continue sending out marketing materials. This time, send materials in a different format. People respond differently

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

to a variety of packaging, some prefer reading while some prefer to hear a message. Send out a CD ROM with a flash presentation. Other items that capture their attention: case studies, s

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

ecial reports, testimonials, postcards, etc.

Another great source of information for prospects is press clippings. The press clipping continues your story in the prospects mind.

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

Your clippings should answer questions about major problems, additional problems that occur when problems are ignored, and the consequences of those problems.

Agents are far more lik

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

ly to give you an opportunity when your goal is to discuss their problems. They are inundated with other loan officers hoping to solve their problems. Your first step is to completel

.

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

y understand their issues.

Discussing agent’s problems gives you two opportunities: you develop a greater understanding of their challenges; you create opportunities for continuing c

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

nversations.

When you focus your mortgage marketing efforts on storytelling and problem solving, you gain the attention of the Realtors, resulting in a productive partnership.

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

Just Other Articles - Mortgage Marketing: Giving Your Materials Life

Related Articles: