Cases - Business

Winning those first few sales is one of the toughest challenges you'll face when getting your new cleaning business off the ground. Some prospects may be uncomfortable working with a new business ow

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

ner. They may be interested in your services, but feel you don't have the experience they're looking for. Part of their insecurity may be a trust issue -- they may feel more comfortable working with

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

Examples of combination products may in

a cleaning company who has a proven track record. So how do you gain the trust of new customers?

First you might ask them what it would take to make them comfortable, and then work with them to acc

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

mmodate their request. Perhaps they're looking for testimonials from other satisfied customers. If you don't yet have any customer testimonials, then think about whom you could ask for a reference.

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

f you've worked in the cleaning industry, then a previous supervisor might be happy to give a reference and testify to your work ethic. Are there people in the buildings or homes you cleaned that co

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

Combination pro

mented on what a good job you did? Contact them to ask for a testimonial.

Next you want to build a relationship with the prospect. Don't look at them as simply sales prospects. It usually takes mor

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

than one "touch" with the prospect to build a relationship and gain the sale. It all starts with the first contact in the company, which may be the gatekeeper. Find out her name, call her by name,

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

and see if you can get her to open up about how she feels about the current cleaning service. You might be surprised at how much she'll reveal. Once you've opened up that line of communication, she

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

ust might become your advocate, especially if she's not happy with the current service.

Avoid making common closing mistakes. Just because the gatekeeper seems excited about getting a new cleaning

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

ervice, don't assume it's a sign that you'll actually get the account. You still need to close the sale with the decision-maker. By asking the right questions, you should be able to close the sale w

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

th ease. Consider the following before trying to close the sale:

* Find out if they have a budget. You want to have this information early on so you don't waste time with a prospect that is interes

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

Following aspects would a

ed but doesn't have the budget to hire you. Otherwise you could get to the point of closing the sale only to find out they don't have enough money in the budget to pay your price. If you do find you

dd to the challenges in developing combination products:

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

self in this situation, you may be able to salvage the deal by reducing some services to get the price down.

* Ask lots of questions and answer in a way that shows the value they'll receive if they

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

hire your cleaning company. For example, ask what concerns they currently have about the cleaning in their office or home. Note: do NOT ask specifically what they dislike about the currently cleanin

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

g company -- let them offer that information to you. When they share their concerns, let them know how easily your company handles that situation. Also let them know what you do to go above and beyo

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

d their expectations. Perhaps you keep a communications log at the reception desk so you can communicate daily with the client.

* Address their objections to their satisfaction and if possible, add

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

Professional from academic institutions, pharmaceutical industries, health care indust

ess these objections before they have a chance to bring them up. Some people may like everything about your company, but if there's one objection that you didn't address, it could cost you the sale.

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

If you find out that their only objection is that they feel your company is too new, then you might be able to convince them that they'll have the honor of being one of your first customers. As a ne

.

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

business, you have a vested interest in making sure they're happy with your service, so be sure they understand that you'll always under promise and over deliver.

Once you get those first few sale

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

Companies that provide selfless information through particip

under your belt, your confidence will soar and before you know it you'll have prospects who are seeking your services because of the reputation you've built.

Copyright (c) 2006 The Janitorial Stor

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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Every company needs a product to sell. It is also the same with internet home business. You need a product to start up a home based business and start to work from home. I categorized three different type of product.

Have you ever wondered how multi-national companies like McDonalds, Coca-cola, Microsoft, Apple, Intel, Motorola, Sony and UPS came up with their names? Just think, if these companies have some lame or forgettable brand name, would they be as big as they are now? Every company starts out by thinking of a name...

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