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Just Other Articles - Five Habits of Highly Effective Networkers
"How to Turn Chicken Dinners into New Clients and an Endless Stream of Referrals"
Even though business networking can quickly put you in front of how new prospects, help you create life-long strategic alliances, get more referrals and simply find people you really enjoy hanging out with,
Even though business networking can quickly put you in front of how new prospects, help you create life-long strategic alliances, get more referrals and simply find people you really enjoy hanging out with,
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
majority of professionals have no clue how to make their networking count.
They attend the wrong meetings, use boring self-introductions, can’t recognize a good prospect if one stepped on their toe, don't know how to elicit interest in their service, give no value in conversations with those t
They attend the wrong meetings, use boring self-introductions, can’t recognize a good prospect if one stepped on their toe, don't know how to elicit interest in their service, give no value in conversations with those 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
Examples of combination products may in
ey meet, gobble down their rubber chicken, rush out and never follow-up…
Does this sound familiar? It certainly did for me when I was starting out. Instead of STRATEGICALLY SELECTING and LEVERAGING a couple of groups that could get me lots of local visibility I hopped around from
Does this sound familiar? It certainly did for me when I was starting out. Instead of STRATEGICALLY SELECTING and LEVERAGING a couple of groups that could get me lots of local visibility I hopped around from
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
one group to another getting little or no results.
I was frustrated, attending many of those meetings was no longer fun and exciting, and each time I collected a few more ‘useless’ business cards I was becoming more discouraged and jaded. I knew I needed to do something differently but I didn’t
I was frustrated, attending many of those meetings was no longer fun and exciting, and each time I collected a few more ‘useless’ business cards I was becoming more discouraged and jaded. I knew I needed to do something differently but I didn’t
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
know how.
Fortunately, with time I discovered how to be a better networker, and that virtually anyone can easily master this business building strategy.
As a matter of fact, by practicing a few of the following tips you can turn your face to face promotional efforts into a powerful bus
Fortunately, with time I discovered how to be a better networker, and that virtually anyone can easily master this business building strategy.
As a matter of fact, by practicing a few of the following tips you can turn your face to face promotional efforts into a powerful bus
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
iness building tool.
So here are Marketing Mentor’s Five Habits of Highly Effective Networkers:
Habit #1 - BE PREPARED
I often joke that every new business owner should be jailed for 30 days – so that they have time to think and develop a business strategy. You must take time
So here are Marketing Mentor’s Five Habits of Highly Effective Networkers:
Habit #1 - BE PREPARED
I often joke that every new business owner should be jailed for 30 days – so that they have time to think and develop a business strategy. You must take time
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
o plan your networking activities or you’ll quickly find yourself overwhelmed and frustrated. Here are at least three things you need to address ahead of time:
• Know what you are looking for. It’s like going fishing; you must know what fish you want to catch before you choose a fishing
• Know what you are looking for. It’s like going fishing; you must know what fish you want to catch before you choose a fishing
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
spot. Conversely, you must know who your ideal prospects, how to recognize them and what is the best 'bait' to attract them.
• Develop a magnetic ABC (Audio Business Card). It blows me away that smart business people spend days and weeks designing their printed business cards, but when a
• Develop a magnetic ABC (Audio Business Card). It blows me away that smart business people spend days and weeks designing their printed business cards, but when a
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ked what they do they quickly degenerate into a blubbering, brainless baboon!
Don’t bother going anywhere until you develop an attention getting Audio Business Card that clearly communicates who you work with, the problems you solve and the benefits of working with you.
• Find the ri
Don’t bother going anywhere until you develop an attention getting Audio Business Card that clearly communicates who you work with, the problems you solve and the benefits of working with you.
• Find the ri
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
ght group (for you). Even the best marketing message won’t matter one bit if you are hanging out with a wrong crowd. Identify groups that are most likely to attract either your ideal clients or those who already have access to your ideal clients.
Habit #2 - BE INTERESTED
If you’ve
Habit #2 - BE INTERESTED
If you’ve
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
etworked once or twice before you inevitably had the displeasure of running into that self-centered, never-stops-yapping-about-themselves bore! What we don’t realize is that we often are THAT BORE!
Hey, it's only natural that we all get excited about our business. But frankly, what we do is bor
Hey, it's only natural that we all get excited about our business. But frankly, what we do is bor
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
ng to others. So stop trying to be interesting and become more INTERESTED. Talk less and listen a lot more! Dr. Stephen Covey said it best: “Seek to understand before you seek to be understood”.
Fact is, people never do business with you just because they understand what you do. They do
Fact is, people never do business with you just because they understand what you do. They do
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
business with you because they FEEL UNDERSTOOD!
Habit #3 - HAVE MEANINGFUL CONVERSATIONS
Learn to engage people in conversations that will leave them energized and excited.
• Ask provoking questions that cause the other person to shift how they think/look at life or busi
Habit #3 - HAVE MEANINGFUL CONVERSATIONS
Learn to engage people in conversations that will leave them energized and excited.
• Ask provoking questions that cause the other person to shift how they think/look at life or busi
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
ess.
• Share a success tip that worked for you or a little known resource that will save them time/money.
• Make a connection and open the door...Facilitate an introduction to someone who you think can become a valuable contact or a potential client.
Most people are tired of
• Share a success tip that worked for you or a little known resource that will save them time/money.
• Make a connection and open the door...Facilitate an introduction to someone who you think can become a valuable contact or a potential client.
Most people are tired of
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
exchanging trivialities and welcome this fresh approach. Amazingly, such attitude of ‘being of service’ will set you apart from others and land you more new business than any sales pitch you could ever develop.
Habit #4 - MAKE FRIENDS NOT SALES
Asking a few questions about your bus
Habit #4 - MAKE FRIENDS NOT SALES
Asking a few questions about your bus
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
ness doesn’t make someone a prospect or a buyer! Pushy, self-centered requests for business and referrals expressed too early in the conversation come across as rude. No one likes to be sold so people will run away from you.
Instead, make it your goal to make new friends. Meet and con
Instead, make it your goal to make new friends. Meet and con
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
nect with other like-minded individuals you like as a person and focus on developing long-tem business relationships with them.
Habit #5 - FOLLOW UP
In the five years of running my coaching and consulting business, I can remember fewer than ten people who promised to connect with m
Habit #5 - FOLLOW UP
In the five years of running my coaching and consulting business, I can remember fewer than ten people who promised to connect with m
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
after I met them and actually did. Sadly, majority of professionals get so busy collecting new business cards they forget to stay in touch with people they already met.
Develop follow-up tools – reports, articles, audio CDs – that describe your product or service in an engaging,
Develop follow-up tools – reports, articles, audio CDs – that describe your product or service in an engaging,
.
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
informative way. Use greeting cards, postcards, publish an ezine or a one-page printed monthly newsletter.
Whatever you do find a way to systematically follow-up to maximize your networking ROI (return on investment).
Do you like these suggestions? Want to learn more strategies and how-to t
Whatever you do find a way to systematically follow-up to maximize your networking ROI (return on investment).
Do you like these suggestions? Want to learn more strategies and how-to 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
ps to improve your networking skills? Look out for a special announcement this coming Wednesday.
In that message I'll share with you a few more networking tips and tricks I learned over the years and you can improve the results you're getting from your online and off-line networking efforts
In that message I'll share with you a few more networking tips and tricks I learned over the years and you can improve the results you're getting from your online and off-line networking efforts
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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