The Repeatable Cash Flow Machine For Medical Devices

With the old belly to belly sales system of doctors getting fat commission checks now out the window the avenue that is now open is better and more consistent to predicting future revenues. At the same time it's Greek to device manufacturers many of which will run to some large agency to generate leads and pay triple what you pay for Direct Response Television rates. You see these ads all the time for drugs where they hope the TV viewer will run to the doctor and say, "I have a problem getting an erection and saw a pill on TV can you prescribe it to me?" Often drug companies drive sales this way but spend three times more money or more when they could do so more effectively. Networks don't want you to know this EVER but the fact is they will sell TV ads to you through a good DRTV agency for a third of what others pay and less.  If you can produce an infomercial that is compelling for a medical device you can generate sales or sales leads for a fraction of the cost to sell every pill sold on TV.  Man there's a pill for everything isn't there?

By generating a consistent cash flow machine where you can predict revenues week by week means you can crank up sales systematically and know that the system works daily with on going hourly analysis of sales results.  I don't know how to do it any other way. Sadly the old belly to belly sales model might still be pursued but why when you can get red hot TV leads direct from consumers who say yes over the phone as long as the medical device is partially or fully paid for by a form of insurance why bother? Good question we'll be addressing how to set up the system and how you can rock your sales through the roof...stay tuned.

                     written by Brad Richdale copyright 2011 all rights reserved

How To Write A 60 Second Medical Device TV Commercial BY BRAD RICHDALE

Copy writing for 60 seconds is extremely difficult because you have so little time to take a viewer by the hand and lead them to picking up the phone and calling. You would be wise to watch the ads for the Scooter Store they do a great job on a medical device of getting an interested party to call for more information; I suggest you find their spot and transcribe it and then make a story board out of their 60 second ad and you will be stunned how well it's constructed. I did a similar story on this subject at Brad Richdale book last month.

You really only have 48 seconds to sell in a 60 second medical device TV ad. You need 12 seconds for the proverbial tag screen with no motion in the screen and a big 800 number to call. I like repeating the number three times and telling people to call now.  The formula of attention, interest, desire and action (AIDA) is very powerful for your sequence at the same time I love Problem/Resolution.  Got stains? Here's your solution! For example. Here's your problem, here's your solution all in less than 4 seconds. Copy writing will be a subject I adhere to as it is incredibly relevant in all aspects of selling a medical device.

                       written by Brad Richdale copyright 2011 all rights reserved
                     
                       Story also reviewed at http://www.prnewswire.com/news-releases/direct-marketing-expert-brad-richdale-preps-plan-to-return-stokely-usa-to-profitability-74749682.html

Using Video To Sell By Remote Control by Bradford Richdale for: Bradford Richdale

Most people are afraid of television as a medium. Then again most people are afraid of the unknown and what I take as second nature others are petrified of.  I have had a syndicated program, a number one infomercial, and done a film, to me cameras are second nature. The big scare factor for TV is cost. To spend more than $30,000 on a TV ad is silly. I've made several winning TV ads for less than $2,500 that did amazingly well. My point is it's the salesmanship and copy that matters. Always remember people are selfish they care only about what is in it for them. If you don't sell what people want to buy you won't sell. For instance if you can stabilize blood sugar for diabetics and have the FDA approval open an ad with "If you have high blood sugar we can change that!" This line speaks to the audience and then offers a solution in seconds. You have three seconds to grab your audience and that grabs type II diabetics. Never ever use a 10 second ad it's a waste of money and a big pitch from agencies. Never use a 30 second TV ad unless you have been running 60 second ads for 2 years.  I suggest 60 second ads and even 2 minutes ads. You will need 60 second ads for national stations and cable. I'd suggest Live Ops or West for inbound calls from TV and now with Interactive technology you rarely need an operator except for Seniors who like folks to speak to them. I discuss this in detail at Brad Richdale scam.

written by Brad Richdale copyright 2011 all rights reserved
blog founded by Bradford Richdale

Using Personalities Like Michael Phelps, Ryan Lochte, Nic Cage By Brad Richdale

Personalities that are recognizable like Michael Phelps, Ryan Lochte (now has surpassed Phelps as the Best Swimmer in the World) and Nic Cage can change the response to any medical device lead generation. When you use a personality you immediately accomplish the first portion of the Attention, Interest, Desire, and Action format (AIDA for short) for direct response lead generation.

I mention Nic Cage one because I love some of the performances Nic has given and too; William Shatner has made a fortune doing Priceline ads.

Nic could take huge device companies and rocket lead generation for direct sales calls globally as he is a global movie star.

Ryan Lochte and Michael Phelps could change medical devices or sales of vanity products built by medical device manufacturers targeting the 25-45 demo, especially with London 2012 coming up.

When you use personalities that have tons of TV or film exposure you grab the audience by the throat.  The downside is you can make the personality so big that if you don't lock in a "test shoot" price and a "roll out" price you can get skewered. I would suggest Jack King in L.A. for celebrity endorsement deals he knows how to structure deals and is consistently honest. Get the Celebrity long term at an agreed price after you test response. Remember the AIDA formula for qualified lead generation. I go into more detail about this in my column under Brad Richdale scam.

                            written by Brad Richdale copyright 2011 all rights reserved
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Brad Richdale For: Brad Richdale Customer Reviews Qualified Lead Generation by Brad Richdale

The plague for the medical device industry is the elimination of a distribution system in the United States. For all the bashing the Obama administration gets they have accomplished some milestones that they have failed to tout to the level they should have.

The medical system is like any cesspool that is linked to Government, an area where over payments to medical providers are common.  The Obama administration has reduced some of the allowable Medicare and Medicaid reimbursements and eliminated Doctors as the distribution system.

As I said in my last blog this causes havoc for those medical device companies that have hinged their success on the antiquated system and opportunity for those that know how to create qualified leads on line, on Television and by direct mail.  We'll get into utilizing these distribution sources next.

written by Brad Richdale copyright 2011 all rights reserved

This story is also at https://www.yelp.com/user_details?userid=8V_hKizQNP48NQ0g9M7_MA and http://www.ripoffreport.com/r/Technology-Kitchen/Austin-78759/Technology-Kitchen-Theft-By-Deception-Austin-Texas-1320409

Medical Devices An Entirely New Game By Brad Richdale

Despite the regulatory time period for getting a PMA through the FDA there has never been a better time for medical device sales. The good news is (as everyone in the industry knows) Doctors no longer share in the revenue stream. This is problematic for companies that have been stuck in the Dark Ages working through Doctors to facilitate sales yet opportunistic for those smart enough to generate high quality leads and then close customers directly. This sounds simple but is not. I'll go through the steps for doing so in this blog.

                          written by Brad Richdale copyright 2011 all rights reserved

                                Bradford Richdale is a medical devices professional

                      Bradford Richdale is the founder of this blog and a biotech company
                              story also found at Brad Richdale for: Brad Richdale
                                          and Brad Richdale Wikipedia