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You know that hundreds, if not thousands, of people want and need your products and services. You're spending good money on advertising and mailings and you have a great looking website up, but you're still not getting all the clients yo

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

u want or could handle. Why aren't more people responding to your marketing?

The most likely reason is your small business marketing materials aren't answering the questions your prospects are asking about your goods and services.

Imag

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

Examples of combination products may in

ne you wanted a new car and walked into a dealer's showroom. You spot the sleek looking model you’re interested in and go over to take a look. It's at this moment that a salesman walks up to you and introduces himself.

You start asking

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

im questions about what makes this car worth so much, what it's good for, what features are included, guarantees, etc. Then you ask him if you can take the car for a test drive. now imagine that the salesman responded to each question wi

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

h a shrug and said, 'You'll just have to buy it to find out if it is what you want.'

If the salesperson couldn't or wouldn't answer your questions, you'd most likely walk out and head for a car dealer where they could give you detailed

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

Combination pro

answers to all your questions.

You don't want your prospects to walk away and possibly turn to one of your competitors do you? Of course not. But if your marketing isn't answering your prospects' questions you're going to continue to se

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

most prospects walk away from your marketing materials and look to make their purchase elsewhere.

My small business clients generally report that once they meet with a prospect, they can close 20 to 50% of sales. The problem is gettin

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

prospects to contact you or selling services and products without a sales conversation at all, through the Internet or direct mail. Your marketing has to be as good as you are face-to-face. Is it?

Bob and Dennis from Kansas called with

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

just this small business problem. Once they meet with a prospect and present their information, their closing rate is almost 50%. The problem was that despite getting ten thousand visitors to their web site in the last couple of months,

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

only a handful of these had contacted them. You can't close more sales without qualified leads.

When you're face-to-face with a prospect, you know how to get a conversation going and to answer all the questions they have about your prod

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

cts and services. Prospects reading a sales letter or your web site or listening to an ad also need their questions answered. No answers, no sales.

Once I explained to Bob and Dennis how to focus their web site marketing and use it to a

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

Following aspects would a

swer their prospects' questions, and they made the necessary changes to their site, they saw their leads and sales surge.

So what are the questions your small business prospects would ask if you were meeting with them? What do they wan

dd to the challenges in developing combination products:

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

to know in order to be convinced you can help them? What are the questions your marketing needs to answer? What information should your marketing materials give prospects in order to make a sale?

Whether you're marketing a product or

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

a service, your prospects want to know:

- Who is it for?
 - What's the primary problem it solves?
 - How will I be better off with it?
 - Will it really do what you’re telling me it will?
 - What specifically will it do to solve m

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

problem or answer my concern? - Is this information for real? - Is it the newest or latest model? - Who else has bought it? What did they think of it? - Why should I trust you? - Is yours the best company to get this item from? -

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

s it a fair value? - I really want it, but how can I justify spending the money? - Do I really need it now? - Why should I make this purchase today, or this week? - How can I make sure I'm not making a mistake? - Okay, I’m ready to

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

Professional from academic institutions, pharmaceutical industries, health care indust

et it, but tell me again why I should want it? - If I buy it, how complicated will it be to use? What kind of help will I get? - How long will I have to wait to get it? - Yes, I made the purchase, tell me again why it was worth all th

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

e money I spent? - I own it, now how can I get the most of out it?

Want ten times as many clients? Start by giving your prospects ten times as many reasons to contact you and buy from you and you'll see your sales soar.

If your

.

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

mall business marketing isn't generating all the clients you can handle, it's not giving prospects the information they need to make a decision to contact you or buy.

You can keep using the same small business marketing strategy, the sa

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

Companies that provide selfless information through particip

e marketing materials and the same marketing copy and get the same results — or you could discover how to give your prospects the information they want and see your sales skyrocket.

2006 © In Mind Communications, LLC. All rights reserve

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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