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Sample sessions are an excellent way to enroll clients. When a prospect experiences first hand the benefits of your coaching, they are more likely to hire you. And the session allows you both to assess fit, which is essential to your ove

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

rall coaching success and theirs.

Potentially, the sample session not only brings you another ideal client but it also sets the tone of the ongoing work you’ll do together and establishes a healthy co-creative relationship.

Make It Wor

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

Examples of combination products may in

th Your While

Every sample session you do takes up valuable time. Think of it this way, if you charge $450 for three hour long sessions each month, an hour of your time is worth $150. Your free sample session is a tremendous gift! Make

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

it worthwhile for both your potential client and you by setting every sample session up for success.

Favorite Mistakes

Can you relate to any of this? These are the mistakes I used to make around sample sessions:

- I offered s

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

ample sessions casually to anyone.

- I didn’t clearly articulate the benefits of my coaching services.

- I waited until the end of the session to share my fees and terms.

- I didn’t tell the prospect the purpose of the session.

- I d

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

Combination pro

esperately performed rather than co-creatively coaching.

- I failed to ask prospects to hire me at the end of the session.

- I’d adjust my fees and terms to accommodate the prospect.

- Sometimes, I’d take on a client who I knew was no

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

t the best fit.

- I would fret if they didn’t hire me, letting it fill me with doubt.

- I didn’t set up systems to funnel ideal clients to me.

The bottom line: My approach did not show that I valued myself, my time or my services – al

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

l big detractors to getting hired and being successful.

When I corrected my mistakes, my conversation rate went from 40% to 100%. Now every sample session ends with the prospect hiring me on the spot. Plus, cli

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

ents stay longer, accomplish more, refer other clients, and are a complete joy to work with.

Ten Success Points

Show yourself and your prospects how valuable you are by setting up sample sessions this way:

Pre-qualify

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

prospects – only offer sample sessions to your target market and prospects that fit your ideal client criteria.

Share 3 – 5 concrete benefits prospects will experience in ongoing
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
m> coaching with you. Make it specific to their challenges and goals.

Always share your fees/terms before scheduling a session. “Let me tell you how I work and if that interests you we’ll set up a sampl

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

Following aspects would a

e session.” Don’t waste your valuable time on a prospect that will not invest in your services.
Explain the purpose of the sample session – to test-drive your coaching. And add: “We’ll leave about 15 minutes at

dd to the challenges in developing combination products:

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

the end of the session to explore any questions you have so that you can decide if you’d like to hire me.”
Coach co-creatively rather than in performance mode. Set time boundaries for the session and stick to th

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

em. Resist the impulse to over deliver by sending lots of materials in advance or trying to cover all the bases. Let them see that the real magic of coaching is in the partnership.
Ask the prospect to hire you.

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

When the session is done, ask the client what they are taking away. And then ask: “Would you like to continue coaching together?” Get right to the close. Coach through any obstacles.
Stand firmly in the terms of your ser

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

vice. If you adjust fees or the number of sessions you offer, you’ll both lose in the long run. Remember, if you discount your services, your prospect will too. Value your time by getting the best clients and your highest return

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

Professional from academic institutions, pharmaceutical industries, health care indust

on investment.
Assess fit with your integrity. Learn to read physical or emotional sensations within you that tell you what’s best for you. Only take on ideal clients. “I don’t think I’m the best fit for you. W

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

ould you like a referral?”
Trust that all is well. If a client doesn’t hire you, let them go by blessing them and yourself. We can never know the path of another. Have faith that your ideal clients exist and mak

.

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

e yourself visible to them.
Intend to give at least one sample session every week. Unless your practice is full, set this goal and set up systems to funnel ideal prospects to you.

You may find differ

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

Companies that provide selfless information through particip

ent methods work best for you. I believe it all comes down to what your soul most wants you to learn. For me, it’s about valuing myself, standing in my power and being detached from outcome. Blessings as you discover your success secrets

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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