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E-Folder - Cold Calling Success for Cleaning Companies
Most people recoil in fear at the thought of cold calling in order to make sales for their business. But if you spend your time sitting in your office waiting for people to come to you, you're going to
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
have a long wait. If done properly, cold calling can be an effective sales technique for your cleaning business.
The following tips won't eliminate your fear of cold calling, but they can help to make
The following tips won't eliminate your fear of cold calling, but they can help to make
; 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
it a more positive, successful experience for you.
Remember the purpose of a cold call. Many people think that the purpose of a cold call is to get the sale - wrong. The purpose of the call is to get a
Remember the purpose of a cold call. Many people think that the purpose of a cold call is to get the sale - wrong. The purpose of the call is to get a
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
n appointment so you can get a chance to make the sale.
Do your research. Don't just pick up the phone and start dialing. You need to do a little research first. Who is your target market? Start makin
Do your research. Don't just pick up the phone and start dialing. You need to do a little research first. Who is your target market? Start makin
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
g a list of the companies who fit into your niche and then start doing preliminary research on each company before calling. For example, find out if they have a web site and read it thoroughly. Find out
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
who the decision-makers are. See if they're a member of the Chamber of Commerce to get additional information that way.
Be nice to the gatekeeper. It's very likely that when making cold calls you're g
Be nice to the gatekeeper. It's very likely that when making cold calls you're g
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
oing to be connected to the gatekeeper (assistant to the decision-maker, receptionist, etc.). Be friendly, learn their name and use it, and maybe say something like, "I wonder if you could help me?" Yo
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
u want to get them on your side, willing to give you the information you need. Ask if they can help you get the name of the person you need to talk to or when would be the best time to contact that pers
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
on.
Call early in the morning. This is typically the best time to reach the decision-makers. It's also a time when most people are more pleasant and have more energy.
Prepare your script. Don't just "
Call early in the morning. This is typically the best time to reach the decision-makers. It's also a time when most people are more pleasant and have more energy.
Prepare your script. Don't just "
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
wing it". This will keep you from making common mistakes like opening up with, "How are you today?" This will give them a chance to end the call before it's even started.
You should start the conversa
You should start the conversa
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ion with a greeting and an introductory statement, which can transition into more dialogue. For example, "Good morning, Mr. Smith. This is Tom Jones of ABC Cleaning Company. I recently read in the busin
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
ess section of the local paper that you're moving your business to a larger location. We specialize in commercial cleaning services in buildings of this size and can help you to reduce your monthly main
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
tenance costs by using proven cleaning systems that also use environmentally friendly products. I'd like to ask you a few questions in order to determine the amount of savings we can potentially provide
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
your company."
Prepare for the rest of the call. It's difficult at this point to completely script the call, but you should have a list of the benefits of your services and the reasons that the prospe
Prepare for the rest of the call. It's difficult at this point to completely script the call, but you should have a list of the benefits of your services and the reasons that the prospe
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
ct should buy from you over the competition. Don't simply make a list of features, like being bonded and insured. While that's an important consideration after you've made the sale, the prospect only ca
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
res about what's in it for them at this point in the call.
Make a list of possible objections that they're likely to make like, "We already have a cleaning service that we're happy with," and then craf
Make a list of possible objections that they're likely to make like, "We already have a cleaning service that we're happy with," and then craf
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
t statements to overcome the objections.
Ask for an appointment at a specific time. Don't simply end the call by saying something like, "Can we meet next week to discuss this?" Instead say, "Would nex
Ask for an appointment at a specific time. Don't simply end the call by saying something like, "Can we meet next week to discuss this?" Instead say, "Would nex
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
t Tuesday at 10 a.m. be a good time to meet?"
Be persistent. They say that most people need 7 to 10 "touches" before the're ready to make a purchase, so don't give up after only one or two calls!
Try
Be persistent. They say that most people need 7 to 10 "touches" before the're ready to make a purchase, so don't give up after only one or two calls!
Try
.
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
sending a Thank You card after the call thanking them for taking the time to talk to you. Most people appreciate this simple, thoughtful gesture.
Practice makes perfect. The only way to get better at c
Practice makes perfect. The only way to get better at c
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
old calling is to practice. You may never really enjoy it, but you can definitely get better at it the more you practice. Remember, your customers are out there, you just need to let them know about you
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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