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Tips to help increase the number of qualified
Industrial Sales Leads and B2B Sales Leads
9 Tips to Increase Qualified Industrial Sales
Leads on the Web
The Cost of New
Customer Acquisition (See here ->)
Industrial Manufacturers or OEM's and Industrial Distributors
are looking for ways to lower the cost of acquisition of new
customers, while trying to increase the amount of value they can
provide to existing customers to reduce customer attrition. In
this section we will explain the pure marketing pull industrial
sales lead generation methodology that can be implemented to achieve
both goals when it comes to sales lead generation using Industrial
Internet Marketing and Positioning using Industrial SEO..
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Understand your
Customers and Prospects needs - Internet marketing is the
best source and the number 1 resource used by engineers and OEM
buyers alike to find, source, and price your products.
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Offer Something of Value
- Engineers love gadgets, to increase the amount of
interaction on your site, offer a free unit conversion utility
download, or enter the users in to a free monthly drawing for a
power tool, etc. Either way a form is filled out and a sales
lead is created.
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Make Site Navigation
Simple - Most industrial manufacturers and distributors put
up websites that are brochure-ware at best. Offer
industrial interactive catalogs to help your users find the
exact product they need for their application, with no
guesswork. See
industrial ecatalogs
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Immediate Sales Lead
Distribution - The internet allows any manufacturer to
immediately disseminate sales leads to their sales force,
industrial distributors, and manufacturers representatives in
real time. We can help you setup simple rules that assist
in Industrial Sales Lead Dissemination based on the territory
and product you supply and even put them into your CRM (Salesforce.com)
system for tracking and conversion. (See below)
E-Catalogs with Sales Lead Distribution and
Dissemination Capabilities Immediately Alerting your Sales
Force to a Prospects Immediate Needs.
Contacting a new prospect
within 30 minutes of receiving an industrial sales lead increases
your chances of closing the sale by 45%
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Remember the OEM Trilogy
- In this day and age customer service is critical for
customer acquisition and decreasing customer attrition.
The web offers customer self service models that will allow your
customers to answer the simple manufacturing trilogy "Do you
make it?", "What's My Price?", and "When Can I Get It?" The
Internet is the perfect vehicle for customer self-service.
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Lean in the Front Office
- When most manufacturers think Lean they apply it to their
manufacturing process. Studies show that Lean Methodology
applied to Sales and Marketing can save the company 70% in cost
avoidance techniques using Kaizen events, 6 Sigma, Poke Yoke, 5
Why's, etc.
-
B2B Industrial Sales
Leads & Campaign Micro-Targeting - Industrial sales leads
garnered from the Internet are a pure marketing pull, however
once your sales leads are in your salesforce automation (SFA)
system or CRM they can be used for email campaign
micro-targeting using segmentation techniques to support the
brand, product launch process, and company message. Email
marketing for Industrials has great ROI compared to traditional
push marketing campaigns.
-
CRM & SFA - Since
most of the data from the Internet is easily accessible in a
database format. One can • Centralize commercial data globally
by consolidating all sales contact data • Improve the sales
pipeline• Opportunity management and forecasting.
Salesforce.com is a great tool to manage industrial sales leads,
we can help with your implementation.
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Monitor Your Competition
- Keep abreast of your competition and monitor their industrial
positioning strategy. Remember, SEO is not the be all and
end all - a well positioned website in Google that offers no
customer or prospect value, will drive traffic to the
competitors website.
Read more about industrial sales leads... |
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Cost of Customer Acquisition
Sales & marketing expenses required to
attract and retain new customers are at an all time high.
It is 6-7 times more expensive to gain a new customer than retain an
existing customer
It is also true that if customer
attrition is decreased by 5% then profits will increase by 25%.
(Harvard Business Review)
It is a fact that most Industrial
Businesses lose half of their customers every 5 years.
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