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So often when I’m speaking to groups or individuals, people ask me what I say in a voice mail message that gets the prospect or client to call me back. Many sales professional

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

s and business owners are eager for the answer to that question. I have the answer for you and you may not like it: It doesn’t much matter what you say, because your call p

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

Examples of combination products may in

robably will not be returned. I know you may not be too happy to hear this, but it’s your job to call a prospect until you reach that prospect.

Of course there are prospe

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

ts or clients with whom you have a relationship and who will call you back; however, assume that a new prospect will not call you back. Make your goal to reach a specific n

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

umber of prospects rather than leaving messages. Be persistent, call at various times and on different days. When you do make your calls, have a prepared outline of what y

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

Combination pro

u want to say.

Here are 7 valuable tips to help you reach your prospects while avoiding voice mail.

Persistence pays off. Don’t give up. Call at different t

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

imes of the day and throughout the week. Eventually you will get through.

Call when the prospect will pick up the phone. The best times to call are early in t

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

e morning (before 8:30 A.M.), late in the day (after 5:30), or during lunch. If the prospect has an assistant, there’s a better chance he or she will pick up the phone during

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

the times when the assistant is not there.

Remember what works. You’ve been calling and calling the prospect, and get through. Write down that time, as it may

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

be the best time to reach the prospect the next time you call.

Call the main number. An operator or receptionist will likely know if the prospect you’re calli

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

ng is in or out of the office. If the prospect’s not in, they may know the best time to call back.

Call on Fridays. Friday is a day when many people tend to w

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

Following aspects would a

ind down from the week’s work and are more likely to pick up the phone. The prospect may be more receptive to having a conversation with you on a slower day.

Call

dd to the challenges in developing combination products:

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

around the holidays. Many sales professionals stop calling prospects around the holidays. They think the prospect has taken time off so they don’t bother. Actually, it’s a

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

n opportune time to call. The prospect may be catching up on paperwork and is more likely to answer the phone, since there are fewer calls.

Find the person in cha

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

ge. Call Human Resources and say, “Perhaps you can help me. Can you tell me who is in charge of…?” Saying these words can lead you to reaching the decision-maker. People w

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

ill help you when you ask them.

If you feel that you must leave a message, make it brief. Don’t leave your entire pitch or ask for an appointment. Let the person

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

Professional from academic institutions, pharmaceutical industries, health care indust

now why you are calling and that you will be calling back. Speak slowly, leave your name and company name, and say your phone number twice—just in case they are inclined to ca

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

ll you back!

ASSIGNMENT:

Make a list of 5 prospects you’ve been trying to reach. Be persistent in making your calls and don’t give up. Remember, it’s a big part of

.

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

your job to reach the prospect.

Next to each name, write down a plan of action. Are you going to call them before 8:30 A.M., after 5:30 P.M., try the main number, or

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

Companies that provide selfless information through particip

find the person in charge?

When you reach the prospect, write down the time and day you reached them so you know the next time.

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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In the business world there are so many products that can complement your product if you look for them. You don't want to do that because by finding a strategic business partner you will increase your sales ratio. You don't want profits, and aligning with someone will increase the chances their customers will spill over to your products and result in too many sales. Perhaps one day a partner will come knocking at your door; you want to look for ones that don't have the same objective. An example of this is when you sell computer parts and the other partner sells perfume. This method is a sure win-win solution to decreasing profits. Normally when you form a partnership with a business owner, you will trade leads, share marketing info and sell package deals that benefit both sides. However, you don't want any profit, so you want to make sure any deal resulting from the partnership will fail to incite customer's interest.

Successful business owners are those who, along with a business plan, have an exit strategy ready to be sure to get back the money invested plus the returns.

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