Before a prospect will decide to work with you or purchase your product, you need to establish trust. Here are some ways to help your salespeople build that critical trust throughout the sales process. Testimonials: Nothing tops a third-party endorsement to prove Read More
Often, businesses fail to use the referral sales channel. Generally, this is because they assume that customers will automatically refer their company if the opportunity arises. However, customers might not know you are seeking more sales or all the services or products Read More
After 30+ years involved with business-to-business marketing, I can tell you that it continually changes. Marketing tactics that once only mattered to business-to-consumer strategies, now should be part of a B2B marketing program. While customer feedback has always been an essential factor Read More
When making a sale presentation, it’s more than just about the price. Look at it as if you are selling your company all over again. Because whenever you have competition, you have to remember that they are probably promoting their strengths and Read More
The traditional sales funnel ends with the sale. However, to get the most out of the sales funnel, it needs to include encouraging repeat sales. When you have satisfied customers, they are more likely to purchase from you again. Develop a program Read More
Now that the tax season is over and accounting firms can breathe a sigh of relief, it’s time to think about client acquisition. As most firms gain business from their community, effective local financial marketing is essential. The first marketing channel to Read More
When we build websites for our manufacturing clients, we always focus on industrial marketing organic SEO. Search engine optimization (SEO) is complex and can engage other strategies, such as AdWords (paid Google ranking) and Off-Page (tactics to help ranking off your site). Read More
An industrial marketing event is a tried and tested tactic. This one-to-one lead generation channel provides an excellent opportunity to leverage the power of in-person interactions. There are many types of industrial marketing events, such as trade shows, open houses, product training, Read More
Anyone conducting sales and marketing for manufacturers must consider the emerging market of millennials. People born between 1981 and 1996 are considered Millennials. This group was born into a technological world, growing up with technology and its ongoing development. They use more Read More
Essential projects in a construction marketing program, a brochure, or a website are only parts of the plan. A marketing program needs to consist of strategy, branding, awareness building, lead generation, and sales material. However, while these parts might combine to make Read More
All manufacturers understand the need for a well-stocked toolbox. The industrial marketing digital sales tools you have available for your sales teams are just as essential. Let’s review what these materials need to cover: Responding to leads Building relationships Establishing industry Read More
One of the fundamental messaging techniques in marketing is Feature and Benefit (FAB). Over the past 35+ years, it is the one message that most of my first-time clients have developed. At least for the most part. Let’s look at how you Read More
Working in marketing for nearly 40 years, I have seen many manufacturers conduct their marketing under the burden of some common misconceptions. These industrial marketing misconceptions can cause growth to stagnate if not addressed. Let’s look at some of the top ones. Read More
ROI is commonly known as Return On Investment. Unfortunately, it’s just as common to think that the return is one-to-one regarding lead generation. Of course, that rarely ever happens in a B2B lead generation campaign. A better definition of ROI is Realistic Opportunity Investment. Let me explain how Read More
You wouldn’t start a building without prints, and you shouldn’t start promoting your business without a construction marketing plan. Like a construction project, a marketing program has many facets. This blog will give you a general understanding of different areas you need Read More
As we approach the new year, now if the perfect time to conduct a technology marketing review. The review will help you identify gaps in your sales and marketing activities to adjust going into 2024. Let’s look at key areas to review. Read More
As we approach 2024 and reflect on 2023, manufacturers should consider if it’s time to find new customers. Now you may say you do this all the time. However, do you have an industrial marketing new markets program? Diversifying into other markets Read More
A construction company’s brand is one of its strongest marketing tools. Potential customers evaluate your company on your brand, which includes your reputation, when selecting a contractor. The strength and awareness you’ve built in the community you serve is essential to stability Read More
Generally, the classic sales funnel stops with the sale. However, this ending ignores a vital area of sales growth, technical marketing referrals. Remember it’s not a safe bet that you will always get referrals from satisfied clients. It takes effort to develop Read More
In the 35 plus years I have been in marketing, I have spent most of that time working with manufacturers. I have also seen many periods of uncertainty in the market, such as we are in currently. Often, manufacturers stop marketing efforts Read More