My early years in sales involved numerous client visits on a daily basis while squeezing in a quick lunch of “2 for 1 Dogs” at Seven/Eleven. This expedited meal plan allowed me to experience first-hand that walking into a prospective client meeting with “mustard stains” on my dress shirt was not a good start to the relationship. While I still sneak in various specials at the local convenience store, I have learned that “strategic placement” of a few extra napkins can achieve a much more productive outcome for a successful ongoing sales dialogue. In my recent blog post, “Hiring the Perfect Salesman (He or She Does Exist),” I had exhibited the attributes of the perfect salesperson that exist within the framework of your existing company website. The initial step for activation is “The First Impression”.

At a recent SyncShow sponsored event, the crowd (and most of the discussion) consisted primarily of manufacturing companies comparing notes around various digital marketing tactics.  One of our long standing professional services clients transitioned the somewhat one-sided dialog by asking “Is it possible to contrast how a digital strategy Lead Generation strategy may differ for Tangible Goods (i.e manufacturers) vs. Intangible Goods (i.e. professional services)”  

At a recent SyncShow hosted event, a question arose from the CEO of a manufacturing company in the group who asked, “We are getting a great deal of website leads, but how do we turn them into orders?”

This question caused me to reflect on experiences throughout my career in the manufacturing space. I quickly confirmed that actually generating new customers from their initial point of interest in your product or service has been a challenge for manufacturing companies long before the Internet age.

During one of our recent client events, we were asked the following question: “How can my company reach more potential customers and generate additional revenue when we are a distributor-driven company?”

In this three-part blog series, we will tackle the answer to this important question and help clarify how inbound marketing can help distributor-driven businesses. This is Part Three (and final post) of the series; click on the following links to read Part One or Part Two.

During one of our recent client events, we were asked the following question: “How can my company reach more potential customers and generate additional revenue when we are a distributor driven company?”

In this three part blog series, we will tackle the answer to this important question and help clarify how inbound marketing can help distributor driven businesses. This is Part Two of the series; if you missed Part One, you can read it here.

Generate Revenue by Delivering Sales Ready Leads

Once you have received a potential customer’s basic information, it is time to start an initial conversation with them. It is important to be aware that when a potential customer shows some interest in your product by requesting (and providing) information, they may not yet be ready to commit to a purchase. This prospect could be conducting research on a project that is months away. 

During one of our recent client events, we were asked the following question: “How can my company reach more potential customers and generate additional revenue when we are a distributor-driven company?”

In this three part blog series, we will tackle the answer to this important question and help clarify how inbound marketing can help distributor-driven businesses.

Reaching More Potential Customers:

In the old days, your customer came to you (or your distributor) knowing nothing except that you might be able to provide the product/service that they need. They required hand-holding throughout the buying process, explaining every aspect of the product they were purchasing. Information—and the advantage—was on your side.