3 actions to optimize digital marketing in your industrial company

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Many industrial companies have field salespeople or technical salespeople who are typically dedicated to developing relationships with current customers or are assigned to specific types of opportunities.

“Under this scenario,” with this workload, it is common for these salespeople not to give the necessary follow-up to the prospects that arrive from the Internet.

In fact, we estimate that around 70% of contacts that come from digital sources are not attended to in a timely manner.

By integrating at least one digital salesperson or internal whatsapp netherlands salesperson who concentrates all the contacts received via the web, you will be able to:

contacts-via-web

2. Implement a system to qualify the contacts you receive
In the industrial sector, it is common to talk a lot about the value of the project “how much is this opportunity worth” and very little is said about the value of the prospect.

Implementing a system that rates the prospect and not just the requested product or solution allows you to have a vision of the future and answer the question: "Who is this company that is looking for me and what product lines of my offering might they need?"

Simple questions like:

Company size
Turn
Location
And some specific questions related to your industry will allow you to assign levels to each type of prospect.

With this vision, your company will always win, because perhaps in some transaction it may lose the current opportunity or requirement, as in any sales process, but it will never lose a high-value prospect.

As we always tell our clients: “You may lose the first sale, but never lose the prospect.”



3. Define a process to assign the best prospects to your technical or field sales team
It's not enough to simply ask the digital salesperson to send the biggest or highest-potential leads to the field sales team.

It is crucial to establish clear policies on how the connection and transfer of prospects between both teams will take place.

Remember that, although this prospect approached them to solve a specific requirement, perhaps even a very small one, your job will be to connect, discover and develop their full potential through the most experienced and knowledgeable sales staff.