How selling works hereTechnical selling with samples, specs and site visits; long relationships with multiple stakeholders.
- Sales cycle
- Months
- Deal size
- High
- Who buys
- Procurement, engineering, plant managers
Trade showsDistributorsLinkedInDirect sales
We supply [component] to [similar company] with [lead time/quality result]. Would a sample for testing be useful?
- What specifications and certifications do you require?
- What's your current supplier's lead time and quality?
- Who signs off on a new supplier?
“Switching suppliers is risky”Offer samples, a small pilot order and references.
“Price per unit is higher”Show total cost: quality, lead time, waste and support.
“We need approvals”Provide documents and help the champion build the case.
- Sample-to-order rate
- Average order value
- Repeat order rate
Manufacturing & industrial: sales tipsBeginner videos on YouTube (opens in a new tab)
