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Manufacturing & Industrial Sales Tips: Where to Start

In the dynamic world of manufacturing and industrial sales, embarking on a sales journey can be both challenging and rewarding. Whether you’re a seasoned professional or new to the field, understanding where to start is crucial for success. This article delves into effective strategies and tips to guide you in the right direction.

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Understanding Your Existing Customer Base

Start with your existing customers. It’s essential to analyze your current clientele and categorize them based on their potential for growth. This involves a thorough evaluation and ranking of each customer. Get a list of your existing customers and rank them A, B, and C. This initial step is not just about identifying who they are but understanding the depth and potential of each relationship.

The Art of Selling to the Unsold

A significant aspect of sales is revisiting prospects who haven’t been converted yet. You need to try and sell people that you didn’t close before. This strategy involves reaching out to those who have shown interest in the past but didn’t finalize a deal. It’s about reigniting that initial spark and exploring new opportunities with them.

Leveraging Historical Data

Historical data is a goldmine of information. Go back three years to review past quotes and opportunities. Start to put everybody down on a list. This process helps in identifying potential leads that might have been overlooked or not pursued vigorously in the past.

The Power of Personal Visits and Follow-Ups

In the world of sales, persistence and personal touch can make a significant difference. Don’t just shoot them an email… try to get a call set up or preferably a personal visit. The goal is to establish a connection that goes beyond a mere transactional relationship.

Qualifying Your Leads

Not every prospect is a viable lead. Don’t try and sell to the unsellable. It’s crucial to identify whether a prospect genuinely needs your product or service. This saves time and allows you to focus on more promising leads.

Consistency and Persistence

The mantra of successful sales lies in being persistent and consistent. Keep following up… don’t overly follow up to where you’re just an annoyance but don’t just write people off. It’s about striking the right balance between being persistent and respecting the prospect’s space.


Embarking on a sales journey in the manufacturing and industrial sectors requires a strategic approach, an understanding of your customer base, and the ability to creatively engage with prospects. By following these tips and maintaining a balance between persistence and creativity, you can unlock new opportunities and drive sales success.

Remember, every customer interaction is an opportunity to learn and grow. As you navigate through your sales journey, keep these insights in mind to enhance your approach and achieve your sales goals.

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Merrill Charette 

MIDA.PRO – Marine Industry Digital Agency – Web dev / Marketing