It’s Wednesday - you have questions about marketing, distribution, and selling in the industrial manufacturing industry and we have answers!

Question 1: Do you work with companies that distribute or resell industrial products? How is marketing different from other verticals?

Whether it is reselling software, industrial service or products, we have and still do work with companies in this space and are able to adapt to their needs. While you may not have as much control over the look and feel of a product/service, the one advantage you do have is being a subject matter expert in your field. This allows a better grasp of the information, know-how, and use of these products within content creation. Whereas other companies are pigeon-holed into just one subject, the freedom of scale you’re allowed as a distributor gives you access to content creation distribution. You still need to have the basics down on connecting, distribution, and advertising. Partnering with us at MFG Tribe unlocks even greater potential in analyzing the strengths and weaknesses you have and enacting a productive content creation and distribution schedule than you would otherwise by yourself.

Question 2: How much communication should sales and marketing have at an industrial company?

Communication needs to be enough where there is synergy on a consistent, agreed-upon strategy. Often this means more communication than what is currently going on at the moment. The pipeline can be further opened up by having leads passing through both marketing and sales; Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). The latter is more effective at having a better conversion rate than MQL which is eventually where you want the bulk of your leads to come from. In order that this to be possible, the message of marketing material like copy and advertising, as well as sales material like scripts and pitches should match up, integrate, and stay consistent to allow effective communication of the idea of your product/service to a customer. If the marketing message delivers the punch it needs, so too will it help sales and increase conversions of leads.

Question 3: I have prospects that showed a lot of interest in working for my company, but now they’re ghosting me. What did I do wrong?

Sometimes this happens because you did not ask all the right questions you need. From the prospect’s perspective, you piqued enough interest to get them to come to the table, but not enough to take that bite. Do you understand what their needs are, and what sort of time frame they are looking to make a decision in? Make sure to ask more questions and make the conversation of digging deeper into what their problems are, potential solutions they have or want to enact, and what are their goals. Sometimes the prospects aren’t looking for an immediate solution and are shopping around for other solutions as well, looking several months down the line to when they want to make a final decision. Make sure they are aware of the differences and advantages your product or service can bring to them versus the others. A good way of establishing their time frame is asking when they will be ready for making such a decision, and then scheduling a follow-up meeting during this conversation. Always, always follow up and balance between being timely and persistent.

#industrialmarketing #industrialsales #manufacturingsales

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