Distribution of technical products
The sale of technical products follows its own rules. In most cases, these goods are innovative products and services which require a relatively high level of explanation. Such aspects are also relevant when it comes to acquiring new customers, as this requires more time or a more effective approach. A well thought-out strategy is therefore the first step towards successful new customer acquisition — and well-trained employees are needed for the sale of technical products, especially in the mechanical engineering sector. This applies not only to extensive technical expertise, but also to sound knowledge of business administration and marketing.
Acquiring new customers for the sale of technical products — mechanical engineering in change
Not only the vivid presentation of innovative developments is one of the basic conditions for the acquisition of new customers in the field of sales of technical products. Those who want to convince customers and partners of their own merits and retain them over the long term also require extensive business management know-how and knowledge of the concerns of their business partners. This also includes the competitive situation and the increasingly complex legal conditions.
In sales, therefore, you not only need a well thought-out and long-term concept, you also need to be able to empathise with your customers and understand their concerns. How can this best be achieved?
Professional communication is the prerequisite for successful sales
Compared to other industries, the acquisition of new customers in the sale of technical products is significantly more time-consuming and requires more intensive consultation. On the one hand, this is due to the fact that products often require explanation, and on the other hand, several decision-makers from different departments and from different hierarchical levels are often involved in the decision-making processes. Here, professional communication that can quickly adapt to the most diverse people and requirements is particularly important. But what can you do if your own time resources are not sufficient for this task, and this also applies to experts in the team?
Nowadays, the acquisition of new customers in the area of sales of technical products can easily be outsourced to competent specialists. This is especially true for telemarketing, which can also be used for follow-up after trade fairs and other events and for winning back customers.