The DriveSales™ | Proven and highly recommended sales strategies for manufacturing companies!
Any business that uses raw materials to assemble finished merchandise for large-scale production using manual labour or machines is a manufacturing business. This merchandise can be sold to other manufacturers, wholesalers or directly to the ultimate consumers.
People often get confused between a wholesaler and a manufacturer. The role of a manufacturer is to assemble finished goods whereas a wholesaler acts as a mediator between manufacturers and consumers. Some top manufacturing companies in India are Tata Motors Ltd., Tata Steels Ltd., Hindalco Industries Ltd., Mahindra & Mahindra Ltd., etc.
According to the India Brand Equity Foundation report, the manufacturing section of IIP stood at 129.8 in India during FY20. An immense growth was recorded in the production of basic metals, intermediate goods, food products, and tobacco products. India’s manufacturing PMI was 46 in July 2020. It is anticipated that companies would spend more on hiring and there would be significant growth in prospects.
Increasing sales nowadays is a challenging task for every salesperson. If you are going through a similar situation, then here we have a one-stop solution for all your problems. Go through the tips listed below to skyrocket your sales figures.
1) Well-designed website — Building and maintaining company image is crucial. But, the question is how? A well-designed website with an attractive approach can help you build that image you have been longing for. Your company image can decide whether you close the deal or lose it which makes it necessary to invest in design.
2) Provide an online catalogue — Providing a catalogue is a must, but, listing the products is not enough. You must provide a product database through which your prospects can research about it online. It would be a bonus if you add video clips of your product to the catalog.
3) Generate leads — Lead generation is one of the toughest parts of the sales procedure, like if you cannot find prospects, how could you convince them? The trick is to ask for names and email addresses whenever someone visits your website. In this way, you can keep them in your funnel and reach out to them with new and updated products. LinkedIn is also a great platform where you can find leads. All you need to do is connect with your probable customers, research about them, and prepare your pitch.
4) Create online communities — Creating an online community for your customers where they can connect with you and each other would be a great way to build brand value and enhance your customer retention. These communities could be an online forum or a Facebook Group.
5) Implement SEO best practices — The most common mistake made by manufacturing companies is that they do not usually invest in Search Engine Optimization. Implementing SEO best practices would ensure that you come on the top of the list when a prospect searches for a product online and therefore, could be a game-changer for your business.
6) Use social media to improve your PR — Investing in your PR ensures brand awareness and when it comes to telling a brand story, nothing is better than social media platforms. Make sure that you turn on your share button so that others can share and distribute your story further.
7) Focus on existing customers — Selling to your existing customers is easier than convincing the new ones. It is economic and helps in creating customer loyalty. Once you take in confidence your existing customers, you can always acquire new ones through their recommendations itself.
8) Try to influence customers of weaker competitors — Customers of your weaker competitions are the existing users of similar products and when they find out that your offerings are better than those of your competitors, it wouldn’t take long for them to shift to your products. But you need to know which competitors and customers you should target and how.
9) Apply Pareto’s law — Pareto’s law, also known as the 80–20 rule, states that 80% of outputs depend on 20% of inputs you make. The aim is to identify the most essential inputs which would prove to be more productive and prioritize them.
10) Research about prospects rather than markets — You must understand that every customer is different in needs, nature, values, etc. If you want to close a deal you have to research them individually and then, prepare your pitch accordingly. Try to understand why a customer is not happy or why you lost a deal previously. Identify your weaknesses and work on them.
Now, as an effective SALESPERSON! We can do three things from here.
1) Ignoring the opportunity and blaming the situation for revenue loss.
2) Taking important notes and going back to revisit your sales strategy with the growth mindset.
3) Reaching out to us if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like W. Edwards Deming’s quote, “Learning is not compulsory… neither is survival.”
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