“Imagine walking into a factory, buzzing with activity—the hum of machines, the smell of raw materials, and the sight of skilled workers meticulously crafting products. It’s a scene of true industriousness. But amid all this bustling energy, a question often keeps manufacturing business owners and managers awake at night: How can we increase manufacturing sales and take our production to the next level?
The amount of goods you sell determines how much you make, and vice versa.
So, to ensure your business keeps running, we have listed a few proven strategies to help you increase your manufacturing sales.
Top 10 Strategies for Increasing Manufacturing Sales
Whether you’re producing intricate machinery or crafting everyday consumer goods, the principles of boosting sales remain surprisingly consistent. Here are the top 10 strategies to boost your manufacturing sales:
1. Understand your Buyer First
Setting your sights on skyrocketing manufacturing sales starts with a crucial first step: truly understanding your buyers or consumers. It’s not just about knowing their names but about figuring out what they like and want.
Knowing certain details about your customers, like their lifestyle, geography, preferences, and behavioral patterns, is important. When you dive into these details, you’ll learn what they really need and what makes them happy. This knowledge will be like your guiding star, helping you increase your manufacturing sales.
And a few questions you can ask that will help you better understand your customers like:
- What can your product solve customers’ problems and make their lives better?
- Is it something they can easily incorporate in their life, or will they need support?
- Do you need different versions according to customer age groups?
- Does the requirement remain the same across geography?
For example, if you manufacture clothes, think about how people in warm places would prefer light and airy cotton clothes, while those in cold places would want warm and fuzzy woolen clothes.
Once you have answered all your questions, use the customer segmentation method to split them into different categories. The whole exercise will help you build the right product and increase your manufacturing sales.
2. Align your Marketing and Sales Teams
90% of sales and marketing professionals believe there is misalignment across strategy, process, and content between the sales and marketing teams. 60% of them also agree that this misalignment damages the financial performance (of the sales).
Your marketing team is creating content, advertisements, and materials to catch the eye of potential customers. But if they’re not on the same page as your sales team, they might end up creating irrelevant content. It’s like selling a sports car with an ad that talks about fuel efficiency instead of the engine – there’s a mismatch that can turn customers away.
How to forge a stronger bond between sales and marketing in the manufacturing industry?
- Open Communication: The first step towards aligning your teams is encouraging open communication. Generally, in manufacturing, the sales and production teams work in silos and only communicate through systems. The order is registered by the sales team and the production team picks it up from there. Both teams need to sit down and discuss their strategies, goals, and challenges. This way, they can understand each other’s perspectives and find common ground.
- Shared Goals: When both teams share the same goals, their efforts become synchronized. Ensure everyone understands the bigger picture and how their contributions fit it.
For example, when working on a new product, let’s say plywood. Both the salespeople and the marketers have the same goal of selling more. The sales team is responsible for highlighting key selling points that will appeal to customers, such as the waterproof nature of the plywood, while the marketing team’s role is to create content centered around these selling points.
- Feedback Loop: Create a feedback loop where the sales team can give insights to the marketing team about what customers are saying and what they need. If working with distributors or retailers, include their feedback also.
For example, if printed plywood is more in demand, then both the sales and marketing teams can focus on that category. This will help allocate resources to the right product to increase manufacturing sales.
- Regular Meetings: Hold regular meetings or brainstorming sessions where both teams can collaborate on campaigns and initiatives. This ensures that everyone is on the same page from the get-go.
- Technology Integration: Use technology to bridge the gap. Implement tools that allow both teams to access each other’s data and insights, fostering a sense of unity.
For example, implement a CRM for lead management and track the sales funnel. Or consider implementing a manufacturing ERP to increase operational efficiency and improved resource allocation.
Remember, when sales and marketing are in harmony, it’s like watching a well-choreographed dance – each step complements the other, creating a captivating performance. So, make it a priority to bridge the divide, and watch as your manufacturing sales soar higher than ever before.
3. Prepare a Content Strategy for your Manufacturing Sales Team
Content strategy is like a roadmap that guides your sales team on how to effectively connect with customers. It’s not just about sharing just any information, but about having the right pieces that help convince customers to buy. Let’s explore how to build a content strategy that sets your manufacturing sales team up for success.
- Start by understanding your target audience. Remember the buyer personas we talked about earlier? Well, this is where they shine. Your content should address their pain points and provide solutions that make them nod in agreement.
- Align your content strategy with the manufacturing sales journey. Imagine your customer as someone about to make a purchase. At each stage of the buying journey– right from awareness to consideration and finally, decision – your content should be there, guiding and supporting them. From informative blog posts that catch their attention to detailed product guides that answer their doubts, every piece should fit snugly into the journey.
Read to know more about the different stages of sales funnel and how to personalize content for each stage.
- Involve your sales team in content planning meetings. They’re the ones in the trenches, talking to customers day in and day out. Their insights can fuel your content strategy with real-world anecdotes and success stories. It helps you write in the language that your customers are using. This collaboration ensures that the content resonates with potential customers on a level that mere research can’t achieve.
Overall, creating a plan for all the assets that your manufacturing sales team later shares can make a big difference in selling more.
4 Invest in your Online Presence
Every day, people spend about 6 hours and 35 minutes on the internet. Since they devote around one-third of their day online, having a robust online presence becomes a really important strategy.
Online channels not only act as a platform to increase visibility, but you can also engage and increase your chances of selling more.
Here are some online channels that you can use to increase manufacturing sales:
- Social media channels: Platforms like Facebook, Instagram, Twitter, and LinkedIn are not just for personal connections; they are dynamic hubs for business engagement. Share visually appealing content showcasing your manufacturing processes, products in action, factory recordings and success stories. Engage with your audience through polls and contests. Respond to comments and messages promptly to build a strong rapport.
- Email Campaigns: Email marketing remains a powerful tool. Send personalized emails to your leads and existing customers. Share product updates, success stories, “How to use?” blogs, and valuable insights related to your industry. Ensure your emails are visually appealing and mobile-friendly to engage readers across devices.
- E-commerce Platforms: If applicable, consider setting up an e-commerce platform to sell your manufacturing goods directly to customers. This removes middlemen from the equation, ensuring a smooth purchasing process directly influences your manufacturing sales. Make sure your online store is user-friendly and secure and provides detailed product descriptions and high-quality images.
- Search Engine Optimization (SEO): When potential customers search for products related to the manufacturing industry, you want your website to be among the top results. Implement solid SEO practices by optimizing your website’s structure, content, and meta descriptions. This ensures higher visibility and more organic traffic to boost your manufacturing sales.
- Pay-Per-Click Advertising (PPC): PPC advertising, like Google Ads, allows you to display your ads prominently in search results or on relevant websites. You only pay when someone clicks on your ad, making it a cost-effective way to attract potential customers actively seeking your products.
- Live Webinars and Demos: Host live webinars or product demos where you can showcase your products’ features, benefits, and applications. This interactive approach allows you to address questions and concerns in real-time.
- Customer Reviews and Testimonials: Encourage satisfied customers to leave reviews and testimonials on platforms like Google, Yelp, or your website. Positive feedback serves as social proof and can significantly influence purchasing decisions.
5. Create an Online Catalog
Imagine having a digital storefront that potential customers can explore from the comfort of their homes, anytime and anywhere. That’s the power of an online catalog. This virtual showcase allows you to display your products in a visually appealing and organized manner. Think of it as a digital version of your showroom or display shelves, accessible to a global audience 24/7.
Below is a checklist to help you create an appealing online catalog:
1. Visual Impact: Add high-quality images with detailed descriptions. Also add videos explaining the features and use case. The visual appeal of your products plays a vital role in capturing their interest and driving purchasing decisions.
2. Easy Navigation: Make sure your product page is easy to navigate. Categorize your products into logical sections and add filter, making it simple for visitors to find what they’re looking for.
3. Product Information: Provide comprehensive product information, including specifications, features, benefits, and pricing. The more information you offer, the more confident customers will feel about their potential purchase.
4. Interactive Elements: Consider incorporating interactive elements like 360-degree product views or interactive diagrams.
5. Call to Action (CTA): For each product, include a clear and compelling call to action. Whether it’s a “Buy Now” button or a “Request a Quote” option, guide visitors on the next steps to take.
6. Mobile-Friendly Design: Given the prevalence of mobile browsing, ensure your online catalog is optimized for various devices.
7. Regular Updates: Just as you would refresh your physical showroom, keep your online catalog up to date. Add new products, update existing ones, and remove items that are no longer available.
6. Build Trust
Building trust with your consumers is essential in any industry. It starts with being honest and clear about your product’s features, usage, cost, and special deals. And it’s not just about words – being helpful and nice when you talk to customers is also really important.
Most of the time, your consumer will first connect with your partner (could be your retailer or distributor) in the manufacturing industry. Thus, working with good partners is also a way to build trust. If your retailers are reliable and well known, it makes customers feel better about what you’re selling. It’s like having friends who vouch for you.
7. Prioritize a Good Customer Service
70% of the customers say they have made purchasing decisions based on customer service quality. When customers have questions or concerns, addressing them promptly and courteously can make a world of difference.
Being a helpful guide throughout their journey – from inquiry to post-purchase support, builds trust and confidence.
In manufacturing, where technical details and specifications matter, offering clear explanations and expert guidance can elevate the customer experience.
A friendly and attentive approach can turn a one-time buyer into a loyal advocate, spreading positive word-of-mouth that can significantly impact on your manufacturing sales growth.
8. Strategic Pricing
Setting the right price for your products is a delicate art that requires a deep understanding of your target market.
For instance, if your products are destined for retailers specializing in luxury items, a higher price point can be not just acceptable but even expected.
In this context, a premium price communicates exclusivity and quality, aligning with the expectations of your clientele. On the flip side, if your products cater to budget-conscious consumers or are positioned as cost-effective alternatives within a branded retailer’s inventory, a lower price point becomes the rational choice.
Tailoring your pricing strategy to match the preferences and perceptions of your target market can significantly influence buying decisions and enhance your sales prospects.
9. Automate Sales Method
Imagine having tasks like order processing, inventory management, vendor onboarding and follow-up communications seamlessly handled by technology. This not only reduces the risk of human error but also frees up valuable time for your sales team to focus on high-priority tasks like building relationships and closing deals.
Automation doesn’t just streamline your operations; it enhances customer experience too. Imagine customers receiving real-time updates on their orders, automated reminders about restocking, and personalized follow-ups based on their purchase history.
These automated touchpoints demonstrate your commitment to timely and attentive service, leaving a positive impression that can lead to repeat business and referrals.
As we delve deeper into optimizing your manufacturing sales journey, remember that automation is the bridge between efficiency and effectiveness, propelling your sales efforts towards success.
The most popular software used for automating sales and marketing activities is CRM. It helps digitize the sales and marketing activities to increase operational efficiency and manufacturing sales. Below are 10 factors to help you pick the right CRM for your manufacturing business.
10. How to Choose a CRM
A well-chosen CRM serves as the nerve center of your manufacturing sales operations, streamlining communication, tracking interactions, and providing insights to guide strategic decisions.
1. Identify Your Needs: Start by defining your specific needs and objectives. Consider aspects such as lead management, contact organization, order tracking, and integration with other tools. Knowing what you require will help you narrow down your options.
2. Scalability: Your manufacturing business might grow, so choose a CRM that can scale alongside your expansion. Ensure it can accommodate increased data, users, and functionality without causing disruptions.
3. User-Friendly Interface: Your sales team’s efficiency is paramount. A user-friendly interface that’s intuitive and easy to navigate is essential for quick adoption and minimal training time.
4. Integration Capabilities: Your CRM should seamlessly integrate with other software you use, such as e-commerce platforms, marketing automation tools, and accounting systems. This ensures a cohesive flow of information across your business processes.
5. Customization Options: Each manufacturing company operates differently. Look for a CRM that can be customized to align with your unique manufacturing sales processes and terminology.
6. Mobile Accessibility: In a fast-paced industry, having a CRM accessible on mobile devices is invaluable. It empowers your sales team to stay connected and productive on the go.
7. Analytics and Reporting: Data-driven insights are gold. Choose a CRM that offers robust reporting and analytics features to track sales performance, customer behavior, and trends.
8. Support and Training: Consider the level of support and training offered by the CRM provider. Adequate training resources and responsive customer support can make a significant difference in your CRM adoption success.
9. Security and Data Privacy: With sensitive customer and sales data at stake, prioritize a CRM with strong security measures and data encryption to safeguard your information.
10. Pricing Structure: Evaluate the CRM’s pricing structure to ensure it aligns with your budget. Consider factors such as subscription fees, user licenses, and potential additional costs for integrations.
Now, if you are looking for a comprehensive solution that checks all the points mentioned above, you can try – LeadSquared manufacturing CRM.
LeadSquared Manufacturing CRM
If you are looking for a CRM that checks the list discussed above, consider LeadSquared manufacturing CRM. It is specially designed for the industry to help organizations engage and expand their users, dealers, distributors, and influencers network.
It provides the following solutions:
- Field force automation & tracking: auto-generate beat plans, log meetings, monitor your reps’ performance & more.
- Omni-channel engagement: engage your partners and consumers via text, email, call, WhatsApp & more.
- Call center CRM: capture demand for your products. Run an efficient & pro-active call center operations.
- B2B sales CRM: manage accounts & opportunities, generate quotes, schedule site-visits & more.
- Referral portals & tracking: capture & track every referral. Reward your partners accordingly.
- Paperless onboarding: visit, verify & onboard partners quicker. Go paperless.
LeadSquared provides a customizable solution to fit your specific needs and ensure growth. To know more connect with our expert today:
Conclusion
In the dynamic world of manufacturing, where sales play a pivotal role in driving growth, the strategies outlined in this article form a robust roadmap to success. From understanding your customers’ needs to embracing online channels, fostering trust, and automating processes, each step contributes to a holistic approach that can revolutionize your sales efforts.
FAQs:
Sales helps to ensure that there is a constant increase in revenue. The team collects on-ground insights to share the demand so that there is no wastage and whatever is produced is also sold.
The four general ways to increase sales are:
1. By increasing your dealer and distributor network
2. Improving your marketing and sales strategies
3. Improvising the product
4. By providing first class customer service
Manufacturing strategies are described as a comprehensive, forward-looking plans that outline how the resources of a manufacturing system will be utilized to align with the overall business strategy, ultimately leading to the achievement of business goals.
