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Cases - How to Overcome Sales Objections With Your B2B Lead Generation Sales Letters
One of the disadvantages of business-to-business
direct mail lead generation letters is that you are
selling on paper, not in person. Th
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
at means you are
unable to read your prospect’s body language.
Unable to hear and overcome his objections.
And yet one of the advantage
And yet one of the advantage
; 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
of sales letters is
that you are selling on paper, not in person. Face to
face, a prospect can interrupt you and change the
subject.
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
But on paper, you remain in control.
As long as your prospective customer keeps reading,
you control the sales process.
Another advanta
Another advanta
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
e of sales letters is that you can
anticipate objections and answer them in the body of
the letter. You can even start your letter with
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
a
common objection, and answer it square on.
Here are three common objections, and ways that you can overcome them in your B2B direct m
Here are three common objections, and ways that you can overcome them in your B2B direct m
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
il lead
generation letters.
"WE DON’T WANT IT"
Overcome this objection by presenting benefits that your reader may have ove
"WE DON’T WANT IT"
Overcome this objection by presenting benefits that your reader may have ove
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
rlooked, or may never have
considered. Assume that your prospect understands
the benefits of your product or service only in a
general
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
way.
"We reduce your downtime because we ship your replacement transformer in under three hours, guaranteed. We lead the in
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
dustry in in-stock,
emergency transformer
replacements."
"YOU ARE TOO EXPENSIVE"
Overcome this objection by de
"YOU ARE TOO EXPENSIVE"
Overcome this objection by de
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
cribing the quick
return on investment that your prospect will enjoy
(assuming there is one). Or show how buying a
competitor’s produc
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
t is actually more expensive once
total cost of ownership is calculated.
"Yes, you will save money in the short term by b
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
ying a Blodux 5236. But our Nadag 7876 lasts
longer—two years longer. Which means you will pay
$125 less per month for the life of our m
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
achine
compared with its closest
competitor."
"WE ALREADY HAVE A SUPPLIER"
Overcome this objection not by bad-
"WE ALREADY HAVE A SUPPLIER"
Overcome this objection not by bad-
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
outhing your
competitor but by stressing benefits that your
competitor does not or cannot offer. Or show how
your competitor isn’t rea
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
lly a competitor because
your company concentrates only on selling the
product in question, while your competitor sells a
great deal m
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
re, making them a generalist but you a
specialist.
"Your current supplier certainly has a well- earned reputation in our i
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ndustry for a quality
product. But my firm delivers a comparable product
backed by better after-sales service. We offer you
the person
.
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
l, customized service that larger firms
cannot match."
If you are crafting a sales letter and don’t know the common object
If you are crafting a sales letter and don’t know the common object
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
ions that prospects raise, talk to your
sales force. They are the best source for
understanding how to turn a prospect's no into a
yes
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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