{"id":18414,"date":"2019-07-01T14:46:12","date_gmt":"2019-07-01T14:46:12","guid":{"rendered":"https:\/\/www.conachmarketing.com\/?p=18414"},"modified":"2019-07-01T14:46:18","modified_gmt":"2019-07-01T14:46:18","slug":"prospecting-industrial-marketing","status":"publish","type":"post","link":"https:\/\/www.conachmarketing.com\/index.php\/2019\/07\/01\/prospecting-industrial-marketing\/","title":{"rendered":"Outsource or in-house prospecting for industrial marketing?"},"content":{"rendered":"\n<p>Whether you run a job shop or an OEM company, a steady stream of leads is critical to your business&#8217;s growth and ongoing success. Many of our manufacturing clients have an in-house sales team. However, they use our prospecting call services for the <g class=\"gr_ gr_10 gr-alert gr_spell gr_inline_cards gr_disable_anim_appear ContextualSpelling ins-del multiReplace\" id=\"10\" data-gr-id=\"10\">all important<\/g> step in sales \u2013 finding the qualified and correct contact. While their salespeople could be prospecting for <a href=\"https:\/\/www.conachmarketing.com\/index.php\/industrial-marketing\/\">industrial marketing<\/a> purposes, they don&#8217;t seem to make the calls. Why? The reasons could be because of a lack of time, training, or motivation. Regardless of the reason, a prospecting campaign is a critical first step in finding new business. If you&#8217;re thinking of jumping on the in-house prospecting for industrial marketing bandwagon, read through the following negative factors beforehand.<\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright\"><img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"422\" src=\"https:\/\/www.conachmarketing.com\/wp-content\/uploads\/2019\/07\/IND_Prospecting-1.png\" alt=\"\" class=\"wp-image-18424\" srcset=\"https:\/\/www.conachmarketing.com\/wp-content\/uploads\/2019\/07\/IND_Prospecting-1.png 300w, https:\/\/www.conachmarketing.com\/wp-content\/uploads\/2019\/07\/IND_Prospecting-1-213x300.png 213w\" sizes=\"auto, (max-width: 300px) 100vw, 300px\" \/><\/figure><\/div>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Focus<\/strong><\/h3>\n\n\n\n<p>Prospecting for industrial marketing often keeps in-house sales members so busy that they end up compromising on the work that drives direct revenue \u2013 closing the sale! Because your teams&#8217; focus is entirely on sales prospecting, you won&#8217;t be able to close as many bids. Moreover, pushing them to juggle all the tasks in the sales process decreases productivity levels. Outsourcing the prospecting calls allows your sales team to remain on task and win more projects.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Image<\/strong><\/h3>\n\n\n\n<p>It must be r<g class=\"gr_ gr_47 gr-alert gr_spell gr_inline_cards gr_run_anim ContextualSpelling ins-del multiReplace\" id=\"47\" data-gr-id=\"47\">emember<\/g>, the first contact with your customers is often prospecting for industrial marketing. When your sales person is new and uncomfortable with prospecting, the recipient can sense it. This lack of poise will give the impression that your company doesn&#8217;t have the proper knowledge and is unprofessional and unreliable. For this reason, you should consider professional prospecting companies that have experienced callers available.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Results<\/strong><\/h3>\n\n\n\n<p>In general, the majority of sales representatives find prospecting to be boring and tedious. Given this fact, it is hard to get them to make the calls \u2013 no matter how good you are at managing. Even if they make the prospecting calls, chances are they won&#8217;t put in their best effort. As a result, you lose the opportunity to find bid possibilities. Professional callers are trained and paid to do one thing &#8211; prospecting for industrial marketing. <\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>Cost<\/strong><\/h3>\n\n\n\n<p>When you do the math, hiring a person only to do industrial marketing prospecting will cost you more than outsourcing the service. The cost to hire and train a prospecting salesperson will far exceed the price of contracting an outside professional. Plus the fact that the results with a professional prospecting firm should far exceed a less experienced caller.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><strong>To prospect or not to prospect<\/strong><\/h3>\n\n\n\n<p>Many of our manufacturing clients come to us\nbecause, after years in business, their sales growth has stalled. In the event\nthat your company has hit that dreaded sales ceiling, you need to begin\nprospecting. While you may be using search engine marketing to draw people to\nyour website, it is still not as proactive as a call campaign to find new\nbusiness. The question remains if you perform it in-house or contract an\noutside company. As evident from the points in this article, to avoid the risk\nand cost of in-house prospecting for industrial marketing, the ideal way is by\nusing an outsourced prospecting solution!&nbsp;&nbsp;\n<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong><em>About the Author<\/em><\/strong><\/h4>\n\n\n\n<p><em>Paul Kowalski (or Pappy as he is\ncalled around the office) spent over two decades working at other agencies\nbefore opening Conach Marketing Group in 2008. The early part of his career was\nworking with Fortune 500 clients at different agencies. However, working with\nsmaller clients was his preference. This choice was because of the impact on a\nclient&#8217;s business growth and forming closer, personal relationships.<\/em><\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong><em>About Conach<\/em><\/strong><\/h4>\n\n\n\n<p><em>When he was creating Conach, his goal was to bring those Fortune 500 strategies along with years of B2B marketing experience to small business marketing clients. As a result of focusing on business to business marketing, Conach specializes in <a href=\"https:\/\/www.conachmarketing.com\/index.php\/construction-marketing\/\">construction marketing<\/a>, <a href=\"https:\/\/www.conachmarketing.com\/index.php\/financial-marketing\/\">financial marketing,<\/a> and <a href=\"https:\/\/www.conachmarketing.com\/index.php\/industrial-marketing\/\">industrial marketing<\/a>. Even though we are in Mid-Michigan, Conach provides marketing services to clients across the country.<\/em><\/p>\n\n\n\n<p><em>For more information, visit <a href=\"https:\/\/www.conachmarketing.com\/\">conachmarketing.com<\/a> or <a href=\"https:\/\/www.conachmarketing.com\/index.php\/b2b-marketing-company\/\">contact us<\/a> or call 989.401.3202.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Whether you run a job shop or an OEM company, a steady stream of leads is critical to your business&#8217;s growth and ongoing success. Many of our manufacturing clients have an in-house sales team. However, they use our prospecting call services for the all important step in sales \u2013 finding the qualified and correct contact. [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":18415,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"jetpack_post_was_ever_published":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2}},"categories":[458],"tags":[],"class_list":["post-18414","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-industrial-marketing-blog"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.5 (Yoast SEO v26.6) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Prospecting for industrial marketing - 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