Quickly withdraw funds
Quickly send the product to the terminal. Traditional drug fairs have three key elements:
One: Pre-conference publicity
In terms of publicity, we mainly publish investment product information, exhibition periodicals, pre-exhibition news or temporarily put some advertisements in professional media, such as Medical Economic News and China Medical News, so that medical and health products can be fully understood before the sales meeting and high turnover can be achieved at the meeting.
Second, a better booth port.
A good position is a good advertising platform, and the reason for the huge difference between conspicuous position and corner position is exposure.
Three: creative booth decoration
It has become the knowledge of many small and medium-sized pharmaceutical enterprises to attract investment by participating in pharmaceutical industry exhibitions. First, drug fairs are all people in the pharmaceutical industry, including pharmaceutical distributors, and investment promotion is targeted; Second, it is cheaper to attract investment through exhibitions than other pharmaceutical investment methods, and at the same time, it is necessary to show the brand image of enterprises. However, I often encounter many small and medium-sized pharmaceutical companies struggling to attract investment: too few pharmaceutical companies participated in the exhibition but consulted, and even fewer dealers actually reached an agreement after the exhibition. With such unsatisfactory results, how can small and medium-sized enterprises not feel sad?
Due to the limitation of funds, the process of many small and medium-sized pharmaceutical companies participating in the exhibition is very simple, that is, buying a standard booth at the exhibition, then sending messages at their own booths and collecting business cards of some pharmaceutical distributors. This way of participating in a pharmaceutical exhibition with many competitors will certainly not achieve any good results. The lack of strategy, planning and careful preparation for the exhibition is a common problem of most small and medium-sized pharmaceutical enterprises. If the following aspects are achieved: the design characteristics of the booth are also the main factors that attract exhibitors to stop. If the booth is well designed, it is easy to attract nearby audiences to the booth of the enterprise. The materials needed for the exhibition should be prepared in advance and fully prepared. Don't give up halfway It is very important to collect information at the exhibition. Try to leave the business card or contact information of the medical agent. Before coming to the exhibition, we should publicize the booth and tell the contacted agents our booth number. In order to let more enterprises come to our booth, we can publicize the products, leave a full impression on the agents, and send some souvenirs, which will be good. Another point, which is also very important, is the follow-up after the exhibition. The exhibition time must be limited. After the meeting, we must analyze and take the initiative to attack interested agents. Although the funds of small and medium-sized enterprises are limited, if they are used properly, they can achieve the same effect in medical exhibitions. Investment promotion of e-commerce medical platform has become the mainstream trend. The platform is a medical digital platform that provides various services for upstream and downstream enterprises, middlemen and medical terminals, that is, it provides the overall services of pharmaceutical circulation such as drug information release, online procurement, online sales, drug supervision, online payment, drug storage and logistics. Through the collaborative operation of electronic trading platform and offline logistics distribution system, the real and efficient circulation of medical commodities can be realized; And ultimately reduce the sales, procurement, production and circulation costs of enterprises, reduce circulation links, and restore the real drug price.
1. Relevant qualifications: According to the management regulations of the US Food and Drug Administration, e-commerce pharmaceutical investment must have an Internet Drug Trading Service Certificate and an Internet Drug Information Service Certificate, and enterprises only have the right to legally sell drugs online if they have both certificates.
According to the data, by the end of 20 13, there were 370,000 pharmacies and 50,000 chain pharmacies in China, including tens of thousands of online pharmacies and websites involved in drug sales, and there were 100 websites approved by the US Food and Drug Administration to provide internet drug trading services to individual consumers.
2. Advantage analysis
Products: online inventory check, full warehouse opening; Network procurement, realize zero inventory of products, solve the logistics backlog and create added value; Choose your own products and choose the most competitive products.
Information: real-time online sales information viewing, mastering sales data and grasping market dynamics;
Services: The low cost and high efficiency of online procurement, offline distribution, online investment promotion and online agent network investment promotion are the reasons for pharmaceutical enterprises to carry out online investment promotion. To carry out online investment promotion, we need to do online publicity, which is closely related to the investment promotion platform. There are hundreds of domestic pharmaceutical investment platforms. How to choose pharmaceutical companies?
With the intensification of competition in the pharmaceutical industry, it is more and more difficult to attract investment in medicine. How to choose pharmaceutical investment promotion network has become the top priority of investment promotion managers. At present, there are several main channels for pharmaceutical investment: pharmaceutical newspapers, pharmaceutical fairs and pharmaceutical websites. Medical website is the fastest-growing investment form in recent two years, and its characteristics of low investment and high efficiency are gradually recognized by manufacturers. With the development of Internet environment, the number of people surfing the Internet in the pharmaceutical industry is increasing, and professional pharmaceutical investment websites will become bigger and stronger, becoming the backbone of pharmaceutical investment channels.
There are more than 400 websites engaged in medical investment information services in China, and the number is still rising. So how to choose a website that suits you? What kind of website is most suitable for attracting investment? Let's briefly announce some of our so-called experiences.
There are several ways to judge the page views of a website:
1, query the website ranking through the world website ranking website. The higher the ranking, the greater the number of views, especially the website ranking within 65438+ million, which has greater reference value.
2. Search some keywords through big search engines such as Baidu and Google, such as pharmaceutical investment promotion, pharmaceutical investment promotion network and pharmaceutical investment promotion. , and the previous ranking may be relatively larger.
3. Look at the updated information of the specific website, that is, whether there are many drug investment information and agent information published every day, and whether the drug investment database and agent database of the website are up to date. Don't just judge by the amount of data. Individual websites claim to have hundreds of thousands of investment information and hundreds of thousands of agency information. When you think about this carefully, the problem arises. How much information is available? The information in 2005, some even before 2004, the agent even changed his phone number, which increased your burden of attracting investment.
The above three points are some commonly used methods, but each method has no absolute reference value, because each method may have cheating. Specifically,
1, alexa ranking can use a software to simulate the actual traffic to refresh the website and improve the ranking. If you find that the alexa ranking curve of a website suddenly rises a lot, or suddenly drops a lot one day, then this website is probably cheating;
2. The keyword rankings of Baidu and Google are related to many factors. First, those who pay generally rank first. At present, the first page of Baidu search results is generally paid, that is to say, it is to spend money to buy a better ranking (paid search results are followed by the word "promotion"); Google paid search results are generally on the right, and occasionally the top three are on the left, but the text background color is different from that of non-paid; In this regard, Fu Yao would like to say that these drug dealers' websites can only list one word or several words, but the needs of agents are different. It is impossible for every agent to search for "drug dealers" and "pharmaceutical agents" on the Internet. They may even search for "gynecologic product vendors" and "pediatric good varieties", so you should think carefully about those websites that rank high only by a certain word, but in Baidu and Baidu, they are not ranked according to the number of views of each website. There are many factors that affect the ranking. The most important thing is the quantity and quality of the external links of the website (this issue is complicated and cannot be detailed here). Of course, the number of views is also an important factor affecting the ranking.
3. Regarding the update of website information, because many websites have the refresh function, on the surface, it is difficult to judge whether there is really a lot of information updated every day. The best way is to observe for a few days to see if there is any big change in the total amount of information, especially when the agent leaves a message. The more messages you leave, the more people come to browse.
After verifying the traffic of the website, it is necessary to verify the quality of the website. Larger pharmaceutical investment websites have specialized customer service and promotion personnel. Check whether there is contact telephone number and other information in the website information title. If there is, it means that the censorship of this website is not strict, or no one censors the information (according to Haoyao.com's internal information, telephone contact information is not allowed in the title), so you should be very careful about the information you see on this website, because this website,
In short, if you want to choose an ideal medical investment website, you need to conduct a comprehensive and multi-faceted investigation. It is safer to invest less first for trial (usually about three months) and then sign a long-term contract for formal cooperation. Many websites will invite you to register in the early stage. You can try the effect and then consider whether to sign a long-term contract.
Building an honest brand online is the basic condition for pharmaceutical enterprises to attract investment online. Through the network platform, enterprises and agents can truly communicate services and establish a "home", which can ensure continuous visits and customer groups, allow agents to build trust in enterprises and improve the signing rate of investment promotion.
Now there are hundreds of pharmaceutical investment websites on the Internet, among which there are a mixture of good and evil people. It is not difficult to judge whether a website is reliable. As long as it is a website run by a regular company, there is generally no big problem. First look at the information below the website, such as company name, company address and company phone number, and then search online whether this information appears in other places and whether it is this company.
There are four common situations in attracting investment from medical websites:
One: deliberately exaggerating the number of self-opinions, often using words such as first, best, national and unique. And we know that the state stipulates that such words are not allowed in advertisements.
Two: after the problem occurs, call customer service to find the QQ number, or you can't find this person, or other problems.
Three: the page often can't be opened, and it has been said that it is being maintained.
Four: unable to obtain the permission promised by customer service.
In order to ensure that your own interests will not be harmed, before the above problems occur, you should make good preparations in these four aspects: contact the pharmaceutical investment website and request to publish some traffic data to verify the authenticity. Contact the pharmaceutical investment website before investing, explain your own situation and ask about the services and responsibilities that the website can provide. It is best to have written documents to observe the website for a long time, and then contact netizens in various regions to test the speed of the website. It's best to form a written guarantee for the promise involving your own interests, so that you can protect yourself by law when your own interests are violated. For a pharmaceutical company, the success of choosing an agent is the lifeblood of the pharmaceutical company's survival, so we must be cautious, or the old saying goes: be careful to sail for thousands of years! Investment promotion is the most important thing. I hope your business is prosperous! Purpose of the visit: To understand all aspects of the dealer and sign a distribution agency contract. Visiting methods: telephone appointment, face-to-face visit. The access process is as follows: 1. Call for information. The development of new customers must have been communicated by telephone many times. In telephone communication, we should initially understand ten aspects of the dealer: the dealer's name, address, mobile phone, fax, office phone, zip code and other detailed information; Dealer nature: individual/affiliated company/company? If it is a company, do you know whether it is a joint-stock company or a state-owned unit? Distributor's main pure sales channels: mainly clinical /OTC/ wholesale? Determine its main sales methods; Number of pure sales staff of dealers: how many clinical representatives? How many OTC sales representatives? How many people are promoting it full time? Dealer operation idea: clinical or OTC? Is it based on pure sales or distribution? Dealer operation areas: What areas are needed? In what areas do you sell yourself? In which areas? What are the main varieties operated by dealers now? How is the operation? How does it work? Which target product is the distributor interested in? How large an area do you want to operate? What is the market feedback? Has the dealer ever handled similar products? How is the operation? What is the price, agency policy and sales volume of this similar product? What's the problem? Why not do it? What are the requirements for dealers to operate the company's target products? 2. After understanding the basic situation of the dealer, the following eight basic information should be transmitted to the dealer in telephone communication: basic introduction of the company, registered capital/scale/group situation/company situation; Target products, including retail price, product selling point, product function, product advantage, product efficacy, etc. ; Does the company's sales thinking in the target field focus on clinical /OTC? Sales objectives, tasks and assessment of the company in the target area; Agency discount rate of the company's target products (if there are agents in this area or the situation of agents cannot be judged, the agency discount rate and price will not be reported); Margin policy (specify how many hospitals to be developed to refund the market margin in advance to dispel the distrust of dealers); The company's market protection policy; Basic introduction of other products of the company; 3. Because of the long-distance investment promotion by telephone now, visiting customers is generally a centralized visit on business trip, and a detailed visit list should be made every place. The visit list includes the customer's name, address, telephone number, products and the evaluation of the sales representative on the customer;
4. Before departure, tell the arrival time of the customer sales representative in this area by phone or SMS, and hope that the other party will arrange to meet at that time;
5. Upon arrival, notify all customers in the area and the telephone numbers of hotels and hotels where the sales representatives live by SMS;
6. Upon arrival, first visit or call familiar people who have already known the industry/old customers, and learn about the funds, operation ability, operation mode, reputation and other aspects of the target customer group companies and individuals to be visited this time, so as to know yourself and avoid being deceived by boastful customers. This process must be done and must not be omitted.
7. When you are ready, make an appointment with the customer by phone. When you meet and visit for the first time, you should make six preparations, and five must talk about four principles and three principles. Note that in the pharmaceutical industry, after accumulating certain resources, the industry website will launch similar investment news. This kind of "accurate" delivery in the professional field, because of its strong accuracy and relevance, can highlight the service to enterprises and target groups and can be recognized by information recipients. As a website accumulated for many years in the field of medicine, it has accumulated tens of thousands or even hundreds of thousands of dealer information for many years by participating in various industry conferences and exhibitions. The advantage of industry website database lies in its strong pertinence. In order to strengthen the pertinence, the drug investment website scientifically divides the network data it owns. For example, similar dealers can be called out by region, agent category and agent strength, and the list of these dealers is constantly screened and improved in the continuous service of drug investment network. If you can't get through or stop, the mobile phone number will be deleted, which can ensure the accuracy of the data. However, with the increase of medical investment websites, the vicious competition of information has also created the release of many false information. Therefore, if the manufacturer chooses to cooperate with the website of the pharmaceutical industry, it must be carefully considered. If necessary, it can understand the working attitude of the website in various ways to avoid being cheated.
Some pharmaceutical investment websites provide short messages for a pharmaceutical company to attract investment, and may receive hundreds of calls in a short time, while hundreds of people can reply to short messages to get information. Judging from the agents contacted before, the cost of successfully negotiating an agent in the past is many times higher than this, and there are still blindness and certain investment risks. On the one hand, pharmaceutical investment websites publish online investment advertisements, on the other hand, they use customer service personnel to communicate with enterprises, and with the help of short messages, the power of short messages to attract investment is also highlighted. Senior experts engaged in the pharmaceutical industry said that they are optimistic about the future investment prospects of SMS. Compared with the traditional advertising media and sales promotion methods, the investment promotion of medical websites has a very significant advantage. Among them, the short message investment promotion of medical websites is a brand-new direct advertising form, which can directly reach the target mobile phone, transmit information "one-to-one", with a reading rate of 100%, and can be read repeatedly at any time; The time of sending SMS is also very flexible, and the specific time of advertising can be selected according to the product characteristics; Short message recipients are also the group that consumes the most. Therefore, the use of medical short messages will be an extremely important form of investment promotion in the future. Find interested agents through mass mail distribution. Generally, it is operated after joining the group.