Successful and well-executed B2B sales strategies do take time to build. Consistent and continuous efforts need to be made in process. However, there are some simple things you can do today to increase the sales leads in your manufacturing business.
1. Be a Thought Leader
First and foremost, you need to position yourself as an expert in your field. This can be done by providing smart and useful content to your leads on the website, through e-mail campaigns or newsletters that you send regularly, and even by participating in various conferences or webinars.
The more you show your potential clients how knowledgeable you are in your industry, the more they want to work with you.
Read the related article: 7 Ways to Improve Efficiency at your Manufacturing Plant
2. Optimize Your Online Content
Data shows that around 94% of B2B buyers research online before making purchasing decisions. This makes your website and your presence on social media very important.
Create relevant, valuable, and impactful content on your website. Make sure you outline your goals based on your leads’ anticipated pain points and provide the various solutions they are looking for to make it easier for them to find your website. It is also important to ensure that your website is mobile friendly.
Your social media content also needs to be updated. This includes your LinkedIn, Facebook, Twitter, Google+ and YouTube. Make sure you have them all synchronized and updated with consistent messaging and branding across all platforms. These should all serve as a funnel that drives visitors to your company’s website.
3. Create Multiple Landing Pages
Successful manufacturing companies usually have several landing pages and you need to consider this (if you haven’t yet). You can create several microsites, individual web pages that are simpler than main websites and usually only have one page.
Microsites help your leads get complete information about your business at a glance. These are a practical way to convince your prospective clients to contact you immediately.
4. Use Video Marketing
Videos are a great way to show your business and products to clients while also getting across your brand identity.
Through video marketing, prospective clients can really see the facilities in your manufacturing plant, the production process, the final products, all in just a few minutes or even seconds.
With today’s intuitive technology, you don’t even need a high-end camera or studio equipment to make interesting marketing videos. In fact, many businesses record videos with smartphones and then upload them directly to their social media accounts.
Videos are shared more often than other types of posts on social media, and can serve as a highly effective tool to connect with fellow industry professionals and get many people to spread the word about your company.
As an example, check out this manufacturing video on YouTube that has already been watched more than two million times.
5. Personalize Your Campaigns
Your potential clients have different preferences and needs, thus you should treat them exclusively. Personalized messages are one of the most effective methods to get your prospects to pay attention to you.
Segment your leads based on the pages they mostly visit on your website, their demographics, the type of company they are in (acquired from the data form they filled in), and the CTA buttons they clicked on. Send them email marketing campaigns and newsletters with content specifically customised to their preferences.
To make it easier for you to manage your marketing campaigns, consider using HashMicro’s Marketing Automation Software. With this automated solution, you can easily track your website visitors, manage subscribers, run SMS marketing campaigns, and schedule emails to be sent later.
6. Integrate Marketing & Sales
In order to increase sales leads, your marketing and sales teams have to be cohesive and collaborative.
Take time to build strong relationships between your marketing and sales teams. This will help ensure that your marketing team’s efforts are actually helping the sales team close deals. Also, make sure to have regular face-to-face meetings and consider implementing a CRM system that can help your staff work together more easily.
The CRM system helps you manage complete details of your prospective clients (and existing ones) and monitor the sales cycle so that marketing and sales teams can work together to analyze clients and sales trends. CRM’s advanced reporting tool helps you identify qualified leads more easily, make comparisons, and forecast your sales.