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Top Adding - Cold Calling - Training and a Mindset Change Are the Keys to Success
In most cases, it's hard to make cold calling work for the majority of your downline members. Most of them don't have the time availability to consistently follow-up with leads, nor do they have thick enough skin to ha
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
ndle the rejection that can come from cold calling leads. However, cold calling CAN be very effective for those that DO have the time and can reprogram their thinking a little bit to handle the perceived rejection.
Fi
Fi
; 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
st, people who are cold-calling prospects need to be trained to change their perspective regarding what constitutes a "successful" call. If they define success as gaining a new prospect, then they will feel like a tota
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
failure when 5% or less of their prospects actually say they'll sign up or purchase products (and only half of those actually do).
Distributors need to redefine success on these calls. Success is getting a decision f
Distributors need to redefine success on these calls. Success is getting a decision f
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
om the prospect. Don't go into the call hoping for a yes. 9 times out of 10 (or less) you won't get it. Go into the call with the goal being to be courteous, show respect, answer questions to the best of your ability a
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
d GET A DECISION (yes OR no).
This decision is not a decision as to whether they want to sign up. With generic leads you're too early in the process for that. You're just looking for a "yes, I would like to learn more
This decision is not a decision as to whether they want to sign up. With generic leads you're too early in the process for that. You're just looking for a "yes, I would like to learn more
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
" or a "no, I'm not interested".
A "NO" is a success because you just avoided wasting any more time on a disinterested prospect - which gives you more time to focus on the next call which may be an INTERESTED prospect
A "NO" is a success because you just avoided wasting any more time on a disinterested prospect - which gives you more time to focus on the next call which may be an INTERESTED prospect
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
A "YES" is a success, not because you're going to sign someone up, but because you got a decision and you now know of one more person who is interested in HEARING MORE about your opportunity.
Additionally, if you rea
Additionally, if you rea
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ly want your downline members to be successful cold-calling, help them to also recognize when a "no" really means no and when it means something else. For instance, sometimes a "no" simply means you're calling at a bad
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
time - rescheduling the call might easily turn that no into a yes. Or, that "no" might simply mean you haven't addressed their most pressing question yet. Answer THAT question and you may very well have another "yes" o
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
your hands.
You get the idea. Those who are REALLY successful at cold-calling not only understand that "success" doesn't HAVE to involve a "yes" from their prospect, they have also perfected the art of seeing a "no"
You get the idea. Those who are REALLY successful at cold-calling not only understand that "success" doesn't HAVE to involve a "yes" from their prospect, they have also perfected the art of seeing a "no"
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
for what it really means (and, sometimes, it actually means "NO").
Some other tips for successful cold-calling:
1) SMILE. Prospects can "hear" your smile or lack of it, and it will affect their attit
Some other tips for successful cold-calling:
1) SMILE. Prospects can "hear" your smile or lack of it, and it will affect their attit
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
de toward you and what you're offering.
2) Understand that you may not always be calling at a convenient time and rescheduling may provide you with a much more productive call.
3) Keep calling till you get a yes or a
2) Understand that you may not always be calling at a convenient time and rescheduling may provide you with a much more productive call.
3) Keep calling till you get a yes or a
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
no. If you haven't gotten a definitive answer, you have not achieved "success" with that prospect. Keep calling till you do.
4) If a prospect wants to reschedule a call more than 2 or 3 times, they do not value your t
4) If a prospect wants to reschedule a call more than 2 or 3 times, they do not value your t
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
me. They will not value your time once they become a dealer in your group, and that can become a major problem. Consider that prospect a "no".
5) Never act like you know the answer to a prospect's question if you do n
5) Never act like you know the answer to a prospect's question if you do n
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
t. You'll end up looking like an idiot, eventually. If you don't know the answer, tell the prospect that you will GET the answer and will contact them on a particular day to provide that answer. Then, DO IT!!!
6) Neve
6) Neve
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
r say you'll call back and then forget to. If you say you're going to call back, do everything in your power to make sure you do. Be reliable in your initial communications and prospects will expect you to be reliable
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
s a sponsor (which will give them more of a reason to join YOUR group).
7) Be courteous and respectful. Never imply that any of a prospect's questions are foolish. Before you were "in the biz" you probably had many of
7) Be courteous and respectful. Never imply that any of a prospect's questions are foolish. Before you were "in the biz" you probably had many 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
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
the same questions. Try and remember when YOU were the prospect.
Basically, just recognize that cold-calling can be an effective marketing tool for SOME of your downline members. Don't write it off entirely. But, make
Basically, just recognize that cold-calling can be an effective marketing tool for SOME of your downline members. Don't write it off entirely. But, make
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
sure that dealers are trained well enough to be able to get it right, so that it will actually work for them. Otherwise, you'll just end up with a bunch of discouraged dealers, and that can never be a good thing in MLM
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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