Thursday, March 6, 2014

The Five Steps In A Manufacturing Sale

Post by Guest Blogger Robbi Hess

In talking with manufacturing consultants they lament that in many cases the manufacturers they're working with don't always have the follow through necessary to close a sale. The #manufacturers are great at making the call and getting the invitation to come and make a presentation, but don't always make the next steps to get that signature on the dotted line.

Here are some tips for both manufacturers and any individual who is involved in selling as a way to keep his or her business afloat (and if you're an entrepreneur, that is you!):

  1. Cold calling or prospecting. If you're good at networking ie attending networking or Chamber of Commerce events you are ahead of the game when it comes to making a connection with a prospect. Gone are the days of picking up a phone and making a cold call -- and truly how effective were those anyway? Individuals and business owners want to do business with someone they "know, like and trust." Ask for an invitation to connect with someone through a mutual friend, network with a prospect at an event then follow up and go for a cup of coffee. Make a connection. 
  2. Have you truly identified the need of your prospect? If you're selling widgets and they don't have a need for widgets, you are spinning your wheels trying to get them to buy from you. Identify their pain points and see if you have a solution to take away that pain. 
  3. Once you've identified that your prospect can use your widgets you need to better understand the depth of their need. Personalize your widget to their unique situation and you are well on your way to a sale. 
  4. Speaking of the sale... once you make the connection you need to satisfy your clients' perceived need. You may feel you have the market on ABC widgets but your prospect is comfortable using XYZ widgets (which you also sell) so work with them on satisfying that need and when the time for review comes, show them the benefits of the other widgets in your arsenal. 
  5. Once you've closed the sale, the work is not done. You have made a commitment to that prospect and you need to continue to satisfy it well after the ink has dried. Make it a practice to pick up the phone and call your clients at least once a month -- more often if feasible. Checking in lets them know that you haven't forgotten them and that you're still a partner in their success. 
What steps do you need help with in order to close the sale? David Senkfor, a manufacturing consultant in Arizona, works with manufacturers across many industries and is available to help you assess your needs and increase your sales. 

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