hi I’m Evan Carmichael welcome to the
edition of ask Evan today I’m going to
answer question from one of our
newsletter readers has sleen who wrote
in asking about how to increase sales at
his company so it says in this
manufacturing business they create
Boulder pistons and he’s trying to
figure out how to get more sales thank
you for the question a great question
and what I love about this business is
at its b2b if you can especially at the
beginning if you can sell to a business
it’s a lot easier to get the money you
need to grow your business and reselling
the customers and the reason being
they’ll order more from you so the order
values are usually a lot higher than
going up individual consumers and they
usually make repeat purchases your idea
of selling to b2b is you want to make
yourself a really valuable and important
part of their company and if you are if
you’re providing great value then
they’re going to keep hiring you back
and bind more whatever your product or
service is so if you can ideally go out
there b2b market at the start because it
gives you the money you need to launch
and grow your business so this is great
that it’s a manufacturing company
selling b2b now I don’t know much of
boiler pistons but it doesn’t matter too
much what the first piece of advice
would give you is you need to come up
with you know what makes you stand out
against your competition so it’s great
that you sell boiler pistons but what’s
so great about your boiler pistons
hopefully there’s something that you
have you know it’s stand by if it’s your
guarantee of quality or you know you do
things with your boiler pistons that
other companies can’t you want to make
sure that that’s really clear so that
when people are making a decision
between your company’s somebody else
they know you’re the guys who do XYZ and
it may not make sure that you win every
single order because they may not have a
specific need that matches up with what
you offer but they’ll be able to clearly
understand what separates you for your
competition I know if they should be
buying from you or not so that would be
the first step is understand really what
separates you from your competition the
next thing that I would do and this is
works especially well when you’re
selling the business it’s over deliver
like crazy so you over deliver on the
service side of your business so you
want to think about all the different
areas
you can add amazing service so that they
want to keep coming back to you if you
think about businesses they want to work
with companies who will you know
basically give them everything that they
need right they don’t want to have any
problems they want to have a smooth
relationship and if you can provide
amazing service that’s an awesome way to
first get a really small order and then
explode from there so the basics of
service they’re obviously giving the
client what they want being available
answering their questions very quickly
doing everything you can to help them
you know with with their orders but you
want to try to go above and beyond try
to give them information or knowledge or
service or anything else you can think
of that can help them grow their
business beyond what you’re just doing
for them as a supplier so can you give
them some customers can you you know
refer media or partners to them can you
help them raise capital if that’s what
they’re looking for can you give them
knowledge about what’s happened in your
industry that might make them have
better information and give them that
information to grow their business you
want to keep thinking of different ways
to really over deliver so that they want
to hire you back what I love doing is
when i go into businesses is I try to
think on a really small project so I
don’t go in and bid on you know the huge
project because if they have been
combined suppliers which is probably
going to be the case for you there’s
already supplier that’s helping them it
can be really hard to dislodge them so
what you want to do is go on with just
trying to get one small simple tiny
order from them make it low risk you
know you’re just trying you out you’re
you’re not asking for a lot of money or
a lot of time it’s not really going to
damage your relationship with the other
supplier it’s just a trial it’s easy to
get them to say yes and that’s your goal
just get them to say yes on a small
simple trial and then you blow their
mind with the service that you provide
so I’m assuming that your product is
good and will do everything that you say
it’s going to do you know if you’re
there if your boiler pistons are not
great then you can’t really count on
repeat orders but I’m assume when they
get a good product so from there it’s
all the service you add on top of it so
what can you do to really send out for
your competition and give them more
service and more information right
everybody else so that they love working
with you they’re going to order more
from you in the next project they’re
going to you know double triple
quadruple 10
times the the order size from you and
refer other divisions to you refer other
clients to you it grows and it grows
from providing that awesome service so
it’s a thin wedge in tiny little order
low-risk just get them to try you out
and from there blow their minds away
it’s really got to be something special
they’ve got a supplier they’re dealing
with and they’re already happy with them
you’ve got to really blow their socks
off to make an impression and make them
want to do more business with you so
that’s your challenge but it’s an
exciting opportunity a lot of businesses
don’t do that extra mile they just do
you know what’s required the basic so
there’s an opportunity for you to jump
in there especially with established
industries like you know manufacturing
typically things are done a certain way
and people don’t really go too far above
and beyond so it’s an awesome
opportunity for you so hopefully that
helps for you watching the video if you
liked it please give it a thumbs up it
makes me to do more of these videos for
you guys it gives me a boost every day
when I come in and see that there’s been
some thumbs up on the video so thank you
and if you have a comment about this
video or you have a question for your
company feel free to leave it in the
comments below I always read those and
try to respond as many as I can so thank
you and you’ll see you on the next
episode
you
edition of ask Evan today I’m going to
answer question from one of our
newsletter readers has sleen who wrote
in asking about how to increase sales at
his company so it says in this
manufacturing business they create
Boulder pistons and he’s trying to
figure out how to get more sales thank
you for the question a great question
and what I love about this business is
at its b2b if you can especially at the
beginning if you can sell to a business
it’s a lot easier to get the money you
need to grow your business and reselling
the customers and the reason being
they’ll order more from you so the order
values are usually a lot higher than
going up individual consumers and they
usually make repeat purchases your idea
of selling to b2b is you want to make
yourself a really valuable and important
part of their company and if you are if
you’re providing great value then
they’re going to keep hiring you back
and bind more whatever your product or
service is so if you can ideally go out
there b2b market at the start because it
gives you the money you need to launch
and grow your business so this is great
that it’s a manufacturing company
selling b2b now I don’t know much of
boiler pistons but it doesn’t matter too
much what the first piece of advice
would give you is you need to come up
with you know what makes you stand out
against your competition so it’s great
that you sell boiler pistons but what’s
so great about your boiler pistons
hopefully there’s something that you
have you know it’s stand by if it’s your
guarantee of quality or you know you do
things with your boiler pistons that
other companies can’t you want to make
sure that that’s really clear so that
when people are making a decision
between your company’s somebody else
they know you’re the guys who do XYZ and
it may not make sure that you win every
single order because they may not have a
specific need that matches up with what
you offer but they’ll be able to clearly
understand what separates you for your
competition I know if they should be
buying from you or not so that would be
the first step is understand really what
separates you from your competition the
next thing that I would do and this is
works especially well when you’re
selling the business it’s over deliver
like crazy so you over deliver on the
service side of your business so you
want to think about all the different
areas
you can add amazing service so that they
want to keep coming back to you if you
think about businesses they want to work
with companies who will you know
basically give them everything that they
need right they don’t want to have any
problems they want to have a smooth
relationship and if you can provide
amazing service that’s an awesome way to
first get a really small order and then
explode from there so the basics of
service they’re obviously giving the
client what they want being available
answering their questions very quickly
doing everything you can to help them
you know with with their orders but you
want to try to go above and beyond try
to give them information or knowledge or
service or anything else you can think
of that can help them grow their
business beyond what you’re just doing
for them as a supplier so can you give
them some customers can you you know
refer media or partners to them can you
help them raise capital if that’s what
they’re looking for can you give them
knowledge about what’s happened in your
industry that might make them have
better information and give them that
information to grow their business you
want to keep thinking of different ways
to really over deliver so that they want
to hire you back what I love doing is
when i go into businesses is I try to
think on a really small project so I
don’t go in and bid on you know the huge
project because if they have been
combined suppliers which is probably
going to be the case for you there’s
already supplier that’s helping them it
can be really hard to dislodge them so
what you want to do is go on with just
trying to get one small simple tiny
order from them make it low risk you
know you’re just trying you out you’re
you’re not asking for a lot of money or
a lot of time it’s not really going to
damage your relationship with the other
supplier it’s just a trial it’s easy to
get them to say yes and that’s your goal
just get them to say yes on a small
simple trial and then you blow their
mind with the service that you provide
so I’m assuming that your product is
good and will do everything that you say
it’s going to do you know if you’re
there if your boiler pistons are not
great then you can’t really count on
repeat orders but I’m assume when they
get a good product so from there it’s
all the service you add on top of it so
what can you do to really send out for
your competition and give them more
service and more information right
everybody else so that they love working
with you they’re going to order more
from you in the next project they’re
going to you know double triple
quadruple 10
times the the order size from you and
refer other divisions to you refer other
clients to you it grows and it grows
from providing that awesome service so
it’s a thin wedge in tiny little order
low-risk just get them to try you out
and from there blow their minds away
it’s really got to be something special
they’ve got a supplier they’re dealing
with and they’re already happy with them
you’ve got to really blow their socks
off to make an impression and make them
want to do more business with you so
that’s your challenge but it’s an
exciting opportunity a lot of businesses
don’t do that extra mile they just do
you know what’s required the basic so
there’s an opportunity for you to jump
in there especially with established
industries like you know manufacturing
typically things are done a certain way
and people don’t really go too far above
and beyond so it’s an awesome
opportunity for you so hopefully that
helps for you watching the video if you
liked it please give it a thumbs up it
makes me to do more of these videos for
you guys it gives me a boost every day
when I come in and see that there’s been
some thumbs up on the video so thank you
and if you have a comment about this
video or you have a question for your
company feel free to leave it in the
comments below I always read those and
try to respond as many as I can so thank
you and you’ll see you on the next
episode
you
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