How to Do Sales for Manufacturing and Logistics Companies
Manufacturing and logistics companies have faced significant challenges in the last few years as a result of the pandemic and subsequent supply-chain shortages. Now that the dust has settled, many companies are implementing new sales and marketing techniques to increase brand awareness and stay afloat in the current marketplace.
Companies hoping to increase their sales should prioritize a multichannel approach along with offering new and updating products to customers. Here’s what you need to know about how to do sales for manufacturing and logistics companies.
Identify Your Target Audience
An effective sales strategy requires a comprehensive game-plan. For companies engaged in B2B sales, it’s helpful to start by defining an ideal customer profile and identifying potential leads.
As you develop your ICP, consider the following factors:
Size: The size of your target client will play a major role in how you approach marketing. Start by defining the general size and scale of potential client companies.
Location: Are you selling your products on a national level or do you want to keep it local? Location will be an important factor in determining your pool of leads.
Industry: Are you specializing in a certain industry or sector? Depending on the type of products you offer, this may significantly impact your list of potential clients.
Use Data to Implement Your Plan
Once you’ve identified your target audience, use KPIs (key performance indicators) to assess the efficacy of your current sales funnel.
Useful data might include:
- Lead generation rates.
- Lead qualification rates.
- SEO keyword efficacy.
- Social media engagement levels.
- Email campaign engagement.
Use this data to gain a full picture of the strengths and weaknesses of your sales process. This will help you refine your sales funnel and identify areas that need to be streamlined.
Utilize Multichannel Marketing
When it comes to communication, every company has different preferences and needs. This is why it’s wise to adopt a multichannel approach to your marketing strategy. For example, some decision-makers may prefer to receive email notifications, while others might prefer the personal connection of a phone call. Multichannel marketing strategies establish initial contact with each prospect through multiple channels, making it easier to subsequently tailor the experience to suit each client’s needs.
Common communication methods include:
Phone Calls: Although some regard phone calls as an old-fashioned marketing method, there’s no doubt that having a direct conversation is still a persuasive and effective tool.
Emails: Emails are a happy-medium between phone calls and social media communication. More personal that social media, but far less intrusive than a phone call, email marketing is an effective way to share informative brand information with a wide pool of prospects.
Social Media: Social media has been wholly integrated into the sales landscape and is now part of any successful multichannel strategy. Social media has the advantage of being a more casual means of communication, and is a great way to make initial contact with a prospect without being too pushy.
Pay Attention to Industry Trends
In an ever-shifting market, manufacturing and logistics companies are quickly adopting the newest trends and industry standards.
Focus On Customization
According to a study done by Fictiv on current manufacturing trends, “the vast majority of manufacturers today are adopting on-demand manufacturing platforms.” This means that manufacturers are prioritizing speed, scalability, and transparency throughout the manufacturing process. In a market where customer-centric and highly customized products are in-demand, having the flexibility and agility to adapt to new trends is essential.
The other major industry-wide trend for manufacturing companies is sustainability. Reducing waste, utilizing alternative energy sources, and recycling materials are requirements for manufacturers who wish to stay relevant long-term. Adopting sustainable practices is essential for staying competitive in today’s marketplace.
Working with an Outsourced Sales Development Company
Here at Acquirent, we are a global leader in outsourced B2B sales. Our experienced team helps businesses of all sizes generate qualified leads, manage sales teams, and streamline marketing initiatives. Acquirent’s commitment to client satisfaction and dedication to providing personalized solutions allows us to provide clients with effective, long-term support. Whether you’re looking to supplement your current sales team or want to outsource your entire sales operation, Acquirent’s scalable services allow you to customize your experience to fit your needs. Interested in getting started? Contact us today to learn more!