Lead Generation. Small Manufacturing Companies. Basics for. Powered by PM AM CRM

Transcription

1 Lead Generation Basics for Small Manufacturing Companies

2 Like many manufacturing companies you are also losing your sleep over regulatory requirements, fast moving multinational companies and stiff price competitiveness. *With the new government initiative on mandatory procurement from Micro and Small Enterprises (MSEs) every Central Ministry or Department or Public sector shall set an annual goal of procurement from MSEs with the objective of achieving an overall procurement of minimum 20%of total annual purchases of products produced and services rendered by MSEs in three years. This is the time when you can reach out to your potential customers and gain a greater share of the pie. However the simple questions to ask at this point in time are: Do you know your target market well? Are you segmenting your target audience on the basis of their needs? Are you making the most of your investment in the website, SEO, Google Adwords? Are you leveraging your existing customers? Most important question is, Are you disorganized and hence are losing winning opportunities? *Ministry of Commerce and Industry

3 #1: Strike the Right Zone Your database is an array of excel sheets. Every sales person maintains a different database and you have no visibility into it. Rather than segmenting and creating a central database, you rush into marketing in a hurry to convert. Let s reach out, at least When you run a marketing campaign, your strategy is carpet bombing. However your prospects receive numerous such mails every day. While you are clueless about the challenges that they are facing in their industry, at their size and with their business, your competitor does in depth analysis of prospects and hits the right chord. It is already difficult to get attention in such a competitive business landscape. If you fail to do your homework, you will not even get a fair hearing. YOU They don t even know me!! Simple yet effective tips: CUSTOMER Segment your customer base Tailor your marketing pitch Achieve more conversions Aside: When you don t have a centralized database, you run the risk of losing warm leads every time a sales representative leaves your company.

4 #2: Make the most of your existing investments Decision to optimize your website through a reputed (read expensive) SEO company looks like a concrete step towards marketing. Though atrociously expensive, your ads are also doing well. Every week you are receiving a list of leads which is going out to your sales guys. But how many conversions are you really getting? Monday Your SEO partner sends the web enquiry report of last week Tuesday You purge the list and reach the final list of target prospects Wednesday - You distribute the list among your sales people By the time your sales folks reach out to these warm leads, they have already been contacted by your competitor. Don t be surprised if they got the first mover advantage and win the deal. A simple tweak: Integrate your website enquiry form with your CRM Customer information directly goes into your CRM as a warm lead Sales Representative acts on the lead immediately to close

5 #3: Do not miss on repeat business Your customers are your best brand ambassadors. You may have heard this couple of times. In the manufacturing industry they can also be major source of your revenue. Customer Loyalty is a pillar of success. The largest companies across the globe are trying to cash in on customer loyalty. As a smaller enterprise it is your forte. You can maintain the personal touch in your business by winning the trust of your customers. Few simple measures: Identify your strongest customers Create a continuous communication plan with follow ups, feedback surveys, offer notifications and new product updates Automate your communication process to leave no room for human errors

6 PM AM CRM Our Commitment Secure Reliable Professional PMAM Corporation ( is a software development company and application service provider based in Los Colinas, Texas, with offshore development labs in Mumbai, India. PMAM CRM is a Software-as-a-Service (SaaS) or "Cloud" solution. PMAM is committed to the ongoing security, maintenance, and enhancement of the application and provides comprehensive customer support services at no cost to users. PMAM IT SERVICES PVT. LTD. th 6 Floor, Rushabh Chambers, Near Marol Fire Brigade, Opp Makwana Road, Andheri (East), Mumbai sales@pmamcrm.com Url: PHONE: ,