1. Automating processes
Automating tasks and processes gives you the power to allot time and resources in a way that makes more sense. Some tasks that can be automated include lead generation, marketing, email blasts, ordering, invoicing, recurring payments, and pipeline management.
By automating these things, your sales team can spend more time and resources on fostering relationships with prospects, current customers, and past customers.
This is not to imply that automation replaces genuine human interactions in the sales process. In fact, that is not what we’re saying at all! Simply use automation to streamline the steps of the process that don’t need manpower to be successful.
2. Building an online presence
Increasing your sales in the ever-growing digital world means building an online presence. The point of this is to make your manufacturing business discoverable so that you can generate leads.
In order to effectively generate leads, you’ll need to be intentional with how you go about this step. Simply having an online presence is not enough. The platforms you use to display your brand and products must be designed with lead generation and sales in mind.
Let’s take a look at how this applies to different online channels.
- An on-brand website
- Optimized LinkedIn profiles
- Social media pages
3. Digital marketing
One major part of increasing your sales is by aligning your sales efforts with marketing. Digital marketing is becoming more and more important in the B2B space, and it is a great tool for taking your manufacturing business to the next level.
There are several approaches to digital marketing, but which ones you employ should depend entirely on your target audience. As a manufacturer, your target audience is other businesses, but in order to be successful with marketing, you have to get more specific than that.
If you haven’t already, it is a good idea to build an ideal buyer profile. Develop your marketing strategy to reach this persona. Not sure where to start? Take a look at what your competitors are doing and use those ideas to develop a strategy that makes sense for your unique brand and offer.
Here are a few general digital marketing approaches that you can use in your strategy.
- Social media marketing
- Email marketing
4. Optimizing your sales pipeline
So much can be achieved by making small tweaks to optimize your sales pipeline. Take a look at your current sales pipeline and identify any leaks or blockages. Assess what is working and not working and adjust accordingly.
Optimizing your sales pipeline takes a bit of observation and tracking trends over time.
5. Global expansion
Breaking down geographic borders on your business and going international is a great way to increase sales. This grows your pool of potential clients exponentially.
Entering the global market with your business will open many doors since it will expose your brand to new prospective clients around the world.
Sales is no longer about selling anymore, but about building trust and educating your customers. When it comes to manufacturing, without a solid foundation and a certain level of trust between two parties, it’s going to be difficult to increase sales.
In this comprehensive guide, we’re going to cover a wide range of strategies and techniques to help your manufacturing company generate more sales. First, we will take a look at the traditional approach to sales and marketing in the manufacturing industry, before introducing you to a modern and streamlined digital marketing strategy designed to educate potential customers about your services and products.
6. Prioritizing customer service
One thing that many businesses overlook is customer service. Constantly showing your customers that you appreciate them is important for building long term working relationships.
When you provide excellent customer service, you are going to start generating positive customer reviews, which help build trust and encourage more people to place an order with you or submit an inquiry. If you receive a customer review, it’s important to maximize this good piece of PR, by posting it on your website, sharing on social media, and responding to the customer to show your appreciation.
You can encourage more clients to leave reviews and recommend you to their business connections, by giving an incentive. You could enter anyone who gives you a good review into a prize draw to win a $100 gift card for example, or you could reward customers with a 10% discount on their next order when they review you online.
7. Maintaining quality assurance
As a manufacturer, you’re responsible for producing goods with a quality that matches the price tag. You need to set measures and processes that ensure that every item that you manufacture has the same exact quality as the rest.
Buyers will appreciate this consistency and may even ask what you do to maintain quality assurance in your production. Having materials prepared that outline how you guarantee the quality of your products is useful because you can simply send it over to inquiring prospects.
Many manufacturers also offer a money-back guarantee, which means they vow to issue refunds if there is ever an issue with the quality of one of their products. This will help keep you focused on producing at standard quality and it will help build trust with prospects.
8. Sales enablement
Sales enablement is an essential aspect of operating a successful sales team. Not sure what that means? Sales enablement is providing your sales representatives with the data and insights they need to make sales. This includes details about your product, insights on your target audience, and even information on specific leads.
In most situations, sales enablement requires collaboration and cooperation between the sales and marketing teams. Access to research and data related to who your selling to will help make your sales team’s efforts more effective.
9. Strategic pricing
Pricing plays a huge part in the success of your sales. You’ve likely heard the term “priced to sell” in reference to a good deal. This quote insinuates that cheaper is better, but that is not always the case.
You should price your products to sell to your target market. That means if you are selling to retailers that carry luxury products, a higher price point is acceptable, and a lower price point may actually turn customers away. On the flip side, if you are selling to retailers that are branded as a budget option, a lower price point makes more sense.
Assess how much you need to charge in order to make the profit that you’re aiming for. It is a good idea to inflate your rates a little bit so that you have some wiggle room during negotiations. When you take this approach, customers will appreciate you bending to give them a better deal.
Again, if you’re stuck, take a look at what your competitors are doing.
Increasing your sales has a lot to do with prioritizing your customers’ needs. Each of the tips we’ve provided only works when you put them into practice with your customers in mind.