Do you have the right tools for industrial marketing digital sales?
All manufacturers understand the need for a well-stocked toolbox. The industrial marketing digital sales tools you have available for your sales teams are just as essential. Let’s review what these materials need to cover:
- Responding to leads
- Building relationships
- Establishing industry expertise
- Presenting proposals
Print versus industrial marketing digital sales tools
Traditionally, sales material has been printed and handed out. While there is still a use for print sales tools, over the past two decades the trend has been for digital sales material. From our perspective as a marketing firm, the creation for digital material is basically the same as print. However, the way salespeople send them to potential customers today is digitally. E-mails, online filesharing platforms like Dropbox or Google, and texts are the overwhelming sales communication methods. An effective sales toolbox should contain:
Brochures
- Company Overview
- Products or Services
- Target Market
- Catalogs
Sell Sheets
- Product or Service
- Specification or Technical
- Case Studies
- Customer Lists
- Testimonials
- Referrals
- Promotional
Presentation
- Online or In-person
- Video
- Statement of Qualifications
- RFQ Template
- Proposal Template
Industrial marketing digital sales tools for response
While there can be overlap between what I’m categorizing as response and presentation material, this is how the compartmentalize traditionally. Response industrial marketing digital sales material is meant to introduce your company to a lead and then nurture that relationship from prospect to potential customer. During the sales process, a combination of brochures and sell sheets either digital or print, might be employed to establish this relationship.
Industrial marketing digital sales tools for presentation
A sales presentation should reiterate what your response material says about your company, services, and products. Additionally, you should be ready to answer specific questions to encourage a request for a proposal. The tools under the Presentation list will help a salesperson accomplish this goal.
For example, a manufacturer would not want to show large products to a prospect that needs small components. Be certain you consider whether the samples are proprietary. When in doubt, it is best to ask your customer’s permission rather than risk harming the current relationship.
Fundamentals of sales tools
Essentially, industrial marketing digital sales tools must present the information to engage potential customers, while maintaining uniformity in brand and message. While these tools might constantly evolve, it is a fundamental that you maintain a sales toolbox to allow your sales force to do their job effectively. Review them periodically to assure they are updated and promoting your company as the best way as possible.
Pappy
About the Author
Paul Kowalski (or Pappy as he is called around the office) spent over two decades working at other agencies before opening Conach Marketing Group in 2008. The early part of his career was working with Fortune 500 clients at different agencies. However, working with smaller clients was his preference. This choice was because of the impact on a client’s business growth and forming closer, personal relationships.
About Conach
When he was creating Conach, his goal was to bring those Fortune 500 strategies along with years of B2B marketing experience to small business marketing clients. As a result of focusing on business to business marketing, Conach specializes in construction marketing, financial marketing, and industrial marketing. Even though we are in Mid-Michigan, Conach provides marketing services to clients across the country.
For more information, visit conachmarketing.com or contact us or call 989.401.3202.