Strategies to increase sales for manufacturing

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[Music] what do you do when you feel like you're doing a lot of activity in sales and you keep on running into roadblocks and you just don't know an extra step that you can take to get to the decision-makers and pass through to get attention and brand awareness and actually have a conversation with somebody what's the next step that you can do first let's look at what you're actually doing now had a guy reached out to me last week and he was saying that he's doing a lot of activities and sales manufacturing sales and he feels like he's doing the right thing and he keeps on pushing but he was just looking for a couple of ways to improve I'm actually having conversations with OEMs and buyers and people in purchasing so the first thing I said to him is what is it that you're doing right now so let's look at that first question was is he doing look man cold calls suck people don't like doing and I don't like doing them but they are effective at times number two email marketing everybody does that everybody sends out emails but do you send one or do you keep on following up third thing and probably way more effective than the other first two LinkedIn connection requests are you sending out connect request to your influencers and decision-makers in the target demographic that you're serving the first step is to connect with them but then following up with the information his answer to all three of those was yes so if you're doing all that what are you gonna do next what else can you do to actually have conversations with those oels to get into their RFQ process to consider being able to even pitch them your business because if you're already hitting them up on those three main tactics that's not working then how do you drive through that so without getting into the details of this cold calling process and what his script is or his pitch to soar when he does leave voicemails how does he leave them and get into all those details which honestly can they be improved on yes but I don't want to get into that much depth with it so he's doing cold calls he's doing the email marketing thing I'm not gonna sit there and analyze it for the sake of the conversation quick conversation with that one the third thing though LinkedIn connection requests there was a slight adjustment that needed to be made there a common mistake people make once you get a LinkedIn connection that's in your target demographic and you think that they would possibly have some interest in buying from you as people instantly say we're connected now they go in and dive into it and say here's here's Who I am here's what we're about here's my line card do you wanna buy something I mean you got to think LinkedIn like you got to build a relationship I don't think necessarily there's some people out there that city you have to do it over a long period of time but think of it like this once you connect with them you're now in their feet at whatever level of information that you post you're now in their feet so you need to look at it more like uh like a brand awareness type of campaign instead of a direct selling campaign you want to let them know that you're you're in the room like you go to a party and you see a pretty guy or pretty girl and you want you want to go up there and engage with them there's a tactic to being seen in the space but not necessarily directly going after them in in today's you know in 2018 people are doing things on their time they don't want to be aggressively sold to everything's on their own time everything's based on convenience so once you get that connection request don't dive in and get anxious to go and get them to engage with you give a time and relax for a minute and just focus on pushing out content for your brand and your company's brand and just they'll see you through their feed and they'll start to you know if the rave the information is relevant then they'll start to wonder what is it that you actually do if they didn't already look at your profile when they accept the connectional class from you they're gonna start to say you know this is cool stuff and this guy's talking about things that are valuable to me so what is it that he doesn't know look into universe [Music] all right so now that we've got that down and we know what type of content you wanna or what approach you want to take once you do get somebody to connect with you the next thing you want to do is then figure out what type of content are you going to share with them so the first place that I looked was at the company website and the company LinkedIn page and that's where the issue that I've that I saw was that company website wasn't that good it just was pretty bad it didn't have a ton of brand awareness or a ton of call-to-actions the content wasn't good looks like it hasn't been updated in a while and so he's not gonna be able to change that he's not gonna be able to have a big influence on that they've talked about it internally and they don't want spending money out doing it so looking at the company page didn't really have much content that they're producing on there either so the only thing you could do is produce your own content and just act like a company and just share things that are relevant talk about your business frequently because you need to show up in that person's feed as much as possible because not everyone logs in to LinkedIn every single day they log in when it's convenient for them so sometimes this once a week sometimes it's you know once a day it all depends on who it is and what their buyer persona is so that's the way to do it [Music] so if you work for a company where you don't have influence or are not the decision maker on the brand of the business or you've talked about it and people just aren't budging you have to look at your own personal brand as important as the corporate brand or the company that you work for just because your company isn't willing to do LinkedIn company page and produce content on the regular basis for you to share and like and get out there that doesn't mean that you can just use that as an excuse you have to do something yourself you have to look at your personal brand as an expert in your space and reaching out to people and and getting in their newsfeed that's the only way to do it so it's brand awareness first less direct selling direct hunting and being aggressive on somebody once you connect with them think of it from the standpoint of brand awareness it is a little bit lengthier of a time but the faster that you start the sooner you'll start to see results and sometimes it'll shock you you may connect with somebody they may like a piece of content that you produced and then you get you get engagement you got an RFQ or a meeting or a phone call or whatever it is so focus on your personal brand and drive as much awareness to your company as you can by doing it all on your own so that's the biggest tip for today so I hope you guys found value in that as always please like share comment subscribe to the YouTube a lot of content coming out and just want to keep producing for you guys and bring as much value as possible thanks [Music] you