By Carl Jarvis - Author of Amazon #1 bestseller: ‘Marketing For Manufacturers’
Many manufacturing companies find it a challenge to get high-quality leads, so if you're struggling, you aren't alone. However, you can overcome this issue if you're prepared to make a few changes to the way in which you work. By taking a focussed and proactive approach to lead generation, you could significantly improve your conversions, win-rate and revenues. In this post, I'll guide you through the process in three straightforward steps.
1. Take marketing seriously:
You can't just sit back and wait for customers to come to you. You must go out, find them, and convince them to commit. You need to understand who your target customers are, what they need, and how to reach them. That means putting a holistic and cohesive marketing strategy and marketing plan in place. You'll also need professional marketing staff to oversee that plan and keep everything on track – either employed inhouse or through a third-party marketing agency. Many SMEs leave their marketing in the hands of their Managing Director or even a junior member of administrative staff, but that's often a recipe for disaster. Marketing a company requires specialist knowledge and if your team members don't have the appropriate expertise, you're unlikely to get the quantity or quality of leads that you want.
READ: How To Organise your Sales Approach and Win More Customers!
2. Make the most of what you have:
While you're worrying about how to attract new prospects, you may be missing out on sales from the leads you have. You'd be surprised how many companies I work with that think they're handling every enquiry effectively, while pages of potential customer details lie in filing cabinets or on databases, collecting (virtual) dust. Your competitors would pay substantial amounts of money to get their hands on those leads, so make sure you're putting them to good use. That means getting in touch with existing customers, former customers, and prospects that didn't originally convert, and seeing if there's anything that your company can do for them now.
READ: 5 Social Media Content Ideas to Promote Your Engineering Business
3. Work with a marketing professional:
Whether or not you have dedicated marketing staff within your organisation, teaming up with a professional marketing consultant could help to give your company the edge when it comes to developing successful lead generation strategies. Not only will an external consultant have a wealth of experience, but they’ll be able to take an unbiased, bird's eye view of your marketing plan and activities. What's more, if you choose to work with me, you'll have peace of mind from knowing that I have an in-depth understanding of the manufacturing industry. I know the specific challenges that SMEs in this sector face when trying to generate leads and can help you to overcome these.
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Next steps:
For more information, please download my e-book, "The 7 Classic Marketing Mistakes Made By Manufacturers & How To Avoid Them!" It's full of tips to help you improve your lead generation and sales results – and it's available free of charge.