How Manufacturing Companies Can Market And Sell More

Many manufacturing companies are seeing their sales models changing quickly. With recession on sight, business to business (B2B) has become even more difficult. Sadly, many of these companies are still using antiquated, ineffective sales models and processes, leaving their sales staff fighting an uphill battle. If this describes you, luckily there are a number of things you can do to give your manufacturing sales team a boost, to sell more:



1. Go completely digital.

Manufacturing companies aren’t known for extensive online cataloging, so going the extra mile will give you a competitive advantage. Don’t settle for simply putting your existing catalog online, so prospects can download it as a PDF file. This can be useful if a customer wants to browse your catalog, but it doesn’t serve as a functional sales tool.


Instead, take things a step further by making a truly interactive digital catalog. Create a comprehensive database that includes every product you sell and detailed information about the products. Allow customers to search and filter by key criteria. This will speed up your sales process greatly and offer your sales team members a tool they can use when they give presentations and work with existing accounts. Your company needs a website and social media accounts. We can show you how to create and manage a website easily, Contact Us.

2. Create sales plans for each account.

This is especially important if you’re in the business of managing a few big budget accounts rather than a large portfolio of smaller ones. This process should be completely separate from locating and developing new accounts. If you have a mix of these accounts, it will be useful to start by creating sales plans for your most valuable accounts and then working on the smaller ones later.


For each account you work on, list every contact you have, and develop goals for each contact. Figure out exactly what you need to do to reach these objectives and track these tasks closely. Taking the time to do this is a major endeavor, but it will increase profitability with your accounts and be well worth the effort.



3. Treat sales like operations.

Manufacturing is all about efficient operations. Six Sigma and long, detail-oriented process documents are utilized throughout the organization to drive down costs and keep everything running smoothly. This is useful for many of your company’s operations but usually just bogs down the sales team.


Unlike your manufacturing concern's specific products, every sale is completely unique. Each customer works for a company with different needs, sales processes and decision-makers. One sale might require only one or two tasks while another requires hundreds. Don’t require your sales team to follow a cumbersome document, performing extraneous tasks when they could be spending time prospecting for new leads or diving deeper into a particularly valuable account.


4. Attack new customers instead of markets.

Keeping in mind that customers are vastly different from one other, you should prospect new accounts individually. Even if you’re looking at several accounts in the same industry, they’ll be vastly different. Approaching each prospect individually will work much better than creating an industry-based pitch and trying to land the sale immediately.


Instead of having sales people pitch to customers on their first call, have them ask plenty of questions and listen to customers' problems. Determine what the purchasing process is and if there are any other decision-makers to reach out to. With this information at hand, a highly effective personalized pitch can be created.


5. Implement the Pareto Principle.

Applied to sales, the Pareto Principle states that 80 percent of your income will be generated from only 20 percent of your customers. If you want to increase sales, the greatest impact will be felt from focusing on the top 20 percent of your accounts. Shift your resources to these key accounts by spending time on-site and providing more dedicated service. Identify the accounts in the bottom 80 percent that have the potential to grow into key accounts, and spend more time nurturing them, too.


Improving the sales process throughout an organization is never easy, no matter what industry you’re in. If you’re able to follow the advice above, however, you can ensure that your company sells more than ever, whatever your industry.




credit: Danny Wong

How To Create A website In Less Than 60 Minutes Without Coding

A lot  of web users still find it  difficult to  build their  own websites. I have came  across lots  of people who want  to build their own websites  but they do not  know how to go about  it,  so they  end up paying big money  to others.


It's time to start not only saving money, but to make money creating websites/blogs for people and companies.
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After  going though  the manual,  you will be so  equipped with  all you need to  get started. You will  building  your website  in the  next one hour!  I'm  so confident of the  power  of the information you are  about to  get from the manual.


Here are the  tools  we're  going to be needing-

1. A domain name.

2. Software (included in the manual)

3. Web host account


Why You Need A Website


In order to gain new customers, more people to know about you, your services, your passion or about what you do, you need to understand where your prospects go where they are looking to find suppliers, research suppliers and make a purchase.

In today's world, the place where most people in most markets go is to the internet, specifically a search engine like Google, Yahoo, Bing. These search engines are the big three (in that order) and account for over 90% of all searches. Google is by far the biggest with about 6 of every 10 searches. With 93% of business decisions starting with a search engine search that means if you don't have a website, you are only selling to 7% of your market.


If in today's age you don't have a website there is a good portion of the market that will not even consider you as an option when they are looking to buy.

Features Of The Website That You Can Create With Our Manual


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With just your computer (you can use cyber cafe if you don't have a personal computer), you can do it. The manual is well explained and comprehensive.


The cost of the manual is N5,000. Free software included.
You can create unlimited websites with the software.
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How To Effectively Pitch Your Business Ideas To Investors

A pitch is basically delivering a business plan verbally. A pitch typically takes the form of an entrepreneur or group of entrepreneurs presenting or describing their ideas to prospective investors.

An elevator pitch is simply a very short pitch that distils the idea into a short summary that takes only as long as a short elevator ride. A video pitch is a pitch done via a short video rather than in person. Regardless of the means chosen to pitch, the aim is typically the same; describing a business opportunity with the intention of securing funding to develop the idea further.

When it comes to succeeding as an entrepreneur or in any business, making presentations and negotiations cannot be side-lined. For starters and aspiring entrepreneurs, pitching is an ultimate necessity. In order to get funding and support, one has to be able to constructively pitch his/ her ideas to the appropriate people. You may need to pitch to clients, banks, governmental bodies and many others. As such, it is necessary to be abreast with all that it takes to pitch and yield productive results.


Of the entire bunch of people to pitch to, investors are definitely the toughest. The need to move them from the doubting side to believing in the cause you stand for, enough to invest their money in it, can be challenging. You would need to present them with a suitable business plan and explain without a doubt, why they should take your word for it. Even with a sound business plan, pitching can still be a torturous process as investors can be brutal.

Here are 5 simple ways that can serve as guides to pitching your ideas appropriately to investors:


1.  Carry out a research on all your          investors

Before even going for any pitching engagement, it is important to carry out an in-depth analysis and a background check of your potential investors. So many investors have biases for certain industries and certain type of businesses. Where you try to pitch a good idea to a wrong investor, he will only see the bad part of it. The ripple effect of this is that it may leave you feeling demoralized and cause you to want to give up.

Asides that, it is important to know the thumbscrew of each investor- the things that make them tick.
Another very important reason is that fraudulent investors exist. Some investors might come with ulterior motives while some may not even be investors at all! Avoid having investors that are family members – it is not advisable to mix business with family. Where you are determined that they are credible investors, then you can proceed.



2. Have a sound business plan with an executive summary

This is an important step in getting an investor on board. Note that no investor would put his money into a business that does not, to a good extent, have a clear cut plan. It is important that you have carried out a good level of research and concisely incorporated your feasibility report into the plan.

Having done these, the format of the business plan must suite current needs. Where you are not sure of how to present your business plan, you can check out "How To Write Effective Business Plan That Attracts Loan".

One very important part of the business plan is its executive summary. An executive summary is a short section that summarizes the entire report. It should show key points and give the investor a synopsis of the entire project. This would ensure that you start on the right foot with the potential investors.



3. Be Bold

As you make your presentation, be cautious but bold at the same time. Where there is a need to answer questions, do so to the best of your ability but with utmost care. Investors are known to ask mind blowing questions that can deter you and push you off your game. Where they offer suggestions that do not suit your plan, do not overrule them- negotiate.

For you to be bold, it is important that every part of you speaks boldness. From your dressing, to your smile, your language and the tone of your response. Nothing sets off an investor than somebody who is unsure of what he/she is doing. This goes back to planning and underground work. If you plan well, you would be ready for almost anything.



4. Have Facts

While the presentation is going, you need to provide more hard facts and less guesses. Avoid words like “I think that” or “Maybe”. The more industrial and economic facts you can present, the better your chances of sealing the deal.
In essence, your research has to go beyond what your business is about. You need to probe into the current happenings in the industry and past happenings as well.
Where projections have been made, state your assumptions clearly.

Your assumptions must be based on facts and not ideal conditions.
The moment they start doubting your knowledge on a particular thing, then hesitation starts. Another benefit of facts is that it keeps your investors excited. Most of them would not carry out such in-depth research so it is your duty to present it to them. Once you can get them excited, the battle is as good as won.

5. Be Smart

As pitching goes on, a lot may change. It is important you negotiate as smart as you can so they know you are credible and so you do not lose your idea before it begins. Where you need to sign anything, read every single detail extensively and seek clarification as appropriate.

At all times think on your feet. Be careful because whatever you say, can and will be used against you. Do not be desperate for the money; if you are, you may sacrifice your dreams for just a few millions. Be careful not to lose controlling interest of your company and where you have a team, use the term ‘we’ and not ‘I’. With all these in place and all things being equal, the deal is yours.