Just Other Articles

Getting the RIGHT testimonials the RIGHT way, and using them the RIGHT way will explode your marketing and sales results, plus they will explode follow-up sales with the customers who gave them to you.

Most people either forget to get a testimonial, or, even if they do ask for them, they are weak, really weak. Most are va

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

gue, "He's really great!"

Turning those into measurable results will make them powerful, and establish what you are really worth.

How to Ask for a Testimonial that Really Rocks

When asking for a testimonial, do you just ask them to tell you what they thought of you, your product, or service?

The time t

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

Examples of combination products may in

ask for a testimonial is almost every time you have met with the client. Ask him what he thought of [whatever it is you do] the last time we met, or the last time he used your product. The typical answer will be good, great, fantastic. So, now's the time to ask, just how great was it? Of course you are trying to get them

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

o define, in measurable terms, how great. You are likely to get a follow-up "really great," or maybe a 2-3 minutes description that is still not measurable. It is likely that you will have to help them put it into words.

A few good questions:

How much do you think this saved [or made] the company in dollars and c

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

ents?

How much did this save in time, employee salaries?

What was that time worth to the company?

Would you say that savings [or increase in revenue, or profit] was what percent of ........

If these questions don't apply to you, develop those measurable results you do deliver. If you are st

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

Combination pro

uggling with this, read "30 Seconds to Explosive Networking and Sales" http://www.ezinearticles.com/?30-Seconds-to-Explosive-Networking-and-Sales-Results&id=92007 to find the extremely powerful results

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

ou should be talking about. Then ask questions of your customer to get the proof of those results.

Why Is It Important to Get Measureable Results Instead of Vague Answers?

In finding the measurable results they have gotten, you are helping them, and you, find the value you have provided to that company.

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

If you frequently get answers that say "That was great," "You are the greatest thing since sliced bread," however, neither the customer nor you understand what the real value is with vague statements like that. So, if you find what that really means is something like,

"$650,000 increase in revenue for the com

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

any" and that is 213 times what you cost, it's time to point out to them that they just made a 200 times return on their money, and, "Gee, would you like to see if we can do that again with another project?" You have a customer for life. Obviously your customer already knew you were "great" but now he KNOWS the value of th

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

t, which, I guarantee most companies hadn't been aware of before. And you can use that again for your next client.Once you have prodded to get the "measurable results", then state them back to the client.

"So, let me get this straight, you said that you just increased revenues by $650K, which was a

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

100% increase in revenues in just 90 days.....is that right?" Once you get the positive response, and frequently a "Wow, I guess that is impressive!" Then write it down, hand it to them, and ask if they minded if they shared this with anyone else. If you've been positive about this most CEO's, presidents, business owners w

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

Following aspects would a

ill not hesitate to show just how much they've grown their business with your help.Think about this. If you have even been getting, and using testimonials, most have looked like "XYZ company said we were great!," or "XYZ company said their growth was fantastic." Compare that to "A 100% increase in revenues wit

dd to the challenges in developing combination products:

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

in 90 days, $650K more. Wow, these guys are great!......President, XYZ Corp."

Using These Measurable Results to ROCK Your Next Client

Stop talking about how great you are with general terms. Let your previous clients tell you great you are with measurable terms.

Letters--In

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

n introductory letter to your prospect put the

"100% increase in revenues within 90 days, $650K. Wow, these guys are great!....President, XYZ Corp" at the very top.....where you usually have your letter head and logo. This isn't about you, it's about what someone has gotten, and WOULD get if they use you. It's

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

about putting something that gets their ATTENTION in this world where people get deluged with junk mail, and getting your letter read.

Networking--Use your measurable results in your next 30 second elevator speech, or networking presentation instead of the typical "We

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

ABC Company selling DEF products, been in business 30 years with fantastic results. Buy from us." Turn that into "XYZ Corp just increased their sales 100% with our help. Anyone want to hear how? Let's talk later."

Meeting With Prospects-- When you meet with your next prospect one-on

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

Professional from academic institutions, pharmaceutical industries, health care indust

one you will obviously start out talking about THEIR company, not yours, but when asked what you do pull those measurable results from other companies that fit the needs of this company and industry to start off with. Dovetail miscellaneous measurable results for other issues as the discussion progresses. Keep in mind, thi

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

s isn't you talking...WE [or I] got these results. It is XYZ Company, or ABC Company said this or that. You aren't bragging. You have a whole peanut gallery of cheerleaders not just saying you are great, but they are saying just HOW great, which establishes a very BIG POWERFUL VISUAL of your value...that is HOW great.

.

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

kquote>The word "Great" sounds great when you hear someone say it about you, but it doesn't establish a picture in someone else's mind of what your value really would be for them. In someone else's mind that could be miniscule differences, it could be considered Hype from salesmen that always say they are great. However, s

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

Companies that provide selfless information through particip

owing a measureable--"100% growth, or $650K in increased revenues or profits," or whatever your measurement says someone else got and is saying about you, clearly establishes how much value. Most people see that and think, "If he did that for them, there is no reason he wouldn't be able to do that for me! We'd better talk!

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/27212/justotherarticles-How-to-Get-and-Use-Testimonials-That-Will-Rock-Your-Business-Results.html">How to Get and Use Testimonials That Will Rock Your Business Results</a>

BB link (for phorums):
[url=http://www.justotherarticles.org.ua/article/27212/justotherarticles-How-to-Get-and-Use-Testimonials-That-Will-Rock-Your-Business-Results.html]How to Get and Use Testimonials That Will Rock Your Business Results[/url]

Problems with staffing and retention may not be due to bad hires or a low unemployment rate. In fact, they may be related to poor management insight by not recognizing your employees as a core compet-

Some organizations and project managers tend to resort to simplistic view when it comes time to judge if the projects they are assigned to manage is a success. The tendency is more due to the most popular success criteria to measure the success from just the triple constraints of CTR or cost, time, and resource performance points of view.

Tags

Links

Just Other Articles - How to Get and Use Testimonials That Will Rock Your Business Results

Related Articles: