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