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“I’ll think it over and get back to you.” “Sure, we’ll do that someday.” “I need to check with my colleagues.” “Give me a call next month, then we can set a date.”

Tired of exc

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

uses? Looking for a more successful way to get others to take immediate action?

For the last century, psychologists have been studying simple persuasion tactics that will allow y

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

Examples of combination products may in

u to motivate people and get the results you desire. This article focuses on using the psychology of persuasion to create a sense of urgency in your customers.

The Psychology of

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

imited Resources

The first strategy for getting people to take immediate action is to present yourself or your product as “limited,” “scarce,” or “in demand.”

Why? People want w

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

at they can’t have. Repeatedly, psychologists have shown that human beings find more value in things that they have a hard time obtaining.

If you tell people that they can’t have

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

Combination pro

something, they end up wanting it more! You may have experienced this in your own life. Have you ever found yourself interested in a home or a car and then discovered that someon

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

else may try to buy it first? If you’re anything like me, the item becomes even more valuable to you. You are more motivated to get it.

Do You Want It? You Can’t Have It!

This

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

is an important point for sales and marketing purposes. Car salespeople are quick to let us know that, “This is the last model of its kind available on the entire lot—after it goe

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

, that’s it.” Newspaper and television ads constantly remind us that the “sale ends soon,” that “supplies are limited” and that “time is running out.”

Some retail stores create m

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

tivation by putting “sold” tags on merchandise that they have a hard time selling. When customers see the “sold” tag, they become more interested in buying the item.

Infomercials

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

place a ticking clock at the end of the advertisements. They say, “Order before the clock runs out and you will also receive a free set of knives.”

Getting Immediate Results

Whe

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

Following aspects would a

n I first started speaking and consulting, it was hard for me to get business. I made the error of telling potential customers that I would be available whenever they were ready t

dd to the challenges in developing combination products:

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

hire me. Big mistake.

It wasn’t until I became so busy that I had to start turning customers away that I was able to charge what I am worth. When they felt as if they couldn’t

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

ave me, they wanted me more. When I was inaccessible, they became anxious and assigned more value to my service. This sense of urgency has had a huge impact on my business.

Here

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

are three steps that you can use to create a sense of urgency in others:

1. Set a deadline. People are natural procrastinators. Without a deadline—and the potential risk of losi

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

g something—people will wait until they collect more information, talk it over with their spouses, or save more money. By setting a deadline, you create an inner drive helps them

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

Professional from academic institutions, pharmaceutical industries, health care indust

ake action.

2. Remind them that your offer is “limited.” Always present your opportunity as being limited with regards to time or quantity. If someone asks you whether you h

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

ve a certain product in stock, don’t say, “Oh, yeah, we have tons of them.” The better approach is to say, “Yeah, we have some, but they go fast.”

3. Play hard to get. Rememb

.

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

r, people want what they can’t have. By sounding too available, you’re diminishing your value. By sounding somewhat unavailable, you’re greatly increasing your value. Never say,

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

Companies that provide selfless information through particip

“Oh, yes, I’m available any day next week.” Instead, use the more powerful and persuasive approach by saying, “Hmmm, I’m very busy next week, but I might be able to squeeze you in.

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 world of medical billing, parental nutrition claims can get very complicated with all the calculations involved. This article covers the parental CMN, or GP0 record, picking up with field number 15.

In too many cases, investors dwell solely on outcomes without appropriate consideration of process. The focus on results is to some degree understandable. Results -- the bottom line -- are what ultimately matter. And results are typically easier to assess and more objective than evaluating processes.

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