A company that manufactures machine tools for industrial use must clearly identify its target group. Naturally, if you slightly change the design of the machine, it can produce different products from the one for which it was intended previously, but this will require a change in a large number of points in the production cycle. Therefore, the first step in selling machine tools should be to identify the target group.
Instructions
Step 1
You must be absolutely clear about what types of products your company can produce, that is, for the production of what type of goods your machines are intended. Do not allow big hesitation - let it be a narrow-functional device, but reliable and focused on one task.
Step 2
Start building your leads base. It is not at all necessary to focus only on your region - look in the neighboring ones. Your target is large and medium-sized industrial enterprises that produce products produced by machines similar to yours.
Step 3
Consider each client individually. You must calculate how much it will cost him to restructure production with the introduction of your machines and how much cheaper it will be to produce products. If the benefits are obvious, feel free to pay a visit to this company and make a commercial offer, but if, according to your calculations, the enterprise turns out to be unprofitable, or the unit cost of production from the introduction of your machines does not change, know that you will be wasting your time.
Step 4
Don't just try to sell machines. Treat potential customers as partners, strive to conclude a contract for post-warranty service of your machines. Remember that in the event of a successful transaction and real benefits, your reputation will be ahead of you.
