Subjects - Business

Do you dream of picking up the phone and hearing the person on the other end of the line say, “Hi, you don’t know me but I’d like to work with you. Here’s my credit card number. When can we

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

start?”

You might laugh, but isn’t that what we all really want, deep down?

Well, the good news is, it’s totally POSSIBLE. I’ve found a way to make this happen and can honestly s

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

Examples of combination products may in

y that a third of the private coaching clients I sign on, I’ve never met before and don’t know who they are until I get that phone call that says they’re ready to get started. Here’s how I do

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

t and how you can too.

You need to stop pushing and start PULLING your clients in with your materials. To educate your environment and turn interest into a prospect and a prospect into

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

a client, you’ll need some marketing materials that REALLY SPEAK to them.

You’re looking for something that PULLS them in and gets them to, at all costs, want to talk to you:

Here’s

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

Combination pro

ow you get ready for the next assignment:

Put yourself in their shoes first.
Stop focusing on yourself and talk about them and their struggles.
Then, only then, c

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

n you position yourself as their problem solver.

A good example of something that will PULL ideal clients in is a set of compelling questions to which your ideal client would

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

answer YES for each and every question.

Examples of this are on the back of my business card and on my website.

Not attracting enough clients to your existing small business?

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

Do you love what you do but haven’t mastered that “marketing thing” yet?

Are your current clients not sending you enough referrals?

Do you wish you could turn more pr

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

spects into paying clients?

Do you sometimes feel like you’re just pushing too hard?

The questions above were formulated based on what brand new clients were coming to

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

e for. Many of them used the above topics as things they wanted to work on and resolve immediately with my help. So, seeing that this was what was drawing clients to me without much effort

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

Following aspects would a

on my part (and they were very good clients), I decided to put together a set of standard questions that would begin to develop trust and credibility among other prospects and suspects. What

dd to the challenges in developing combination products:

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

ould yours be?

The key here is to focus on your Ideal Client’s struggles and hot buttons first. To get them into the pain just slightly, so they realize their situation isn’t as great

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

s they’d like it to be.

But mostly, the questions above will get your prospective clients to feel like you REALLY understand their situation and you’ve been helping people like them fo

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

r a long, long time.

Once they feel that trust and see you can provide them with the results they need, they’ll be closer to picking up the phone to call YOU.

Your Assignment:
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

What questions can you use to PULL prospects in, based on the struggles, challenges and hot buttons they have?

Be sure the people reading the questions will answer “yes” to al
ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust
of them (instead of yes, no, yes, no) and you keep it to no more than 6 or 7 of them, so you don’t overwhelm them in the process. Once you’ve written them all out, put them on the back of you
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
r business card, on your home page, etc.

You’ll get their attention with the questions, and they’ll be much more likely to read the rest of what you’ve got to say, and if you continue
.

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
o talk to them in terms of the results they can expect from working with you, you’re golden! Just be ready for new clients…

That’s just ONE of the many tools you can easily implement to PU
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip
L clients in (and stop pushing so hard to fill your practice). Wanna know all the tools I use myself and thousands of my clients have used for the same purpose?

© 2006 Fabienne Fredrickso

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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Subjects - Craft Marketing Questions That Pull Clients In

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