Subjects - Business

If you use direct mail to generate leads for your sales force, and if you’re hunting for an o

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

ffer that will motivate prospects to respond to your mailings, how about asking your sales fo

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

Examples of combination products may in

rce for some advice?

Your best sales people know what to say to prospects to close sales. Di

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

fferent folks need different closes. You can take these closing techniques and make them your

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

direct mail offers.

For example, certain buyers are short on cash. They prefer extended pay

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

Combination pro

ment options, such as leasing or vendor-supplied financing. Your best sales people will often

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

close these prospects with an offer of interest-free financing. So make free financing your

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

offer in your direct mail piece. A closing technique that consummates a sale is likely to per

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

suade a potential customer to start the buying process by responding to a similar offer.

Oth

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

er potential buyers are more concerned with negotiating a deal. They want a bargain. Your mor

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

e successful sales people know that the best way to close these types of prospects is to use

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

Following aspects would a

a drop close (a closing technique where the sales rep asks for the order by dropping the pric

dd to the challenges in developing combination products:

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

e). So offer a discount in your direct mail lead generation piece.

Other potential clients a

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

re motivated by fear. They fear making a poor buying decision that will look bad on their ann

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

ual review, or embarrass them in front of their colleagues. Ask your sales people how they cl

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

ose prospects like this. You may discover that the best close is the one that feature a money

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

Professional from academic institutions, pharmaceutical industries, health care indust

-back guarantee, or an extended free parts and labour warranty at no extra charge, or a free

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

demo. Each of these closes has the potential of being an effective offer.

By matching your f

.

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

ront-end direct mail offer with a proven closing technique, you should generate more leads, c

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

Companies that provide selfless information through particip

lose more business, and increase the quality of leads that you hand over to your sales people

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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What are some simple things you could give away that would be easy and fun for you to create, and that could really make a difference for your clients?

Jerry Seinfeld, the creative force behind one of the most popular TV sitcoms ever, demonstrated a key marketing principle when he called it quits.

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