A beginner in instrument sales seeking advice
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I’ve been quite confused lately; I hope those with more experience can give me some guidance! I just started working at a company that manufactures and sells thermal gas mass flow meters. It’s been a little over a month since I began working there. In the initial phase, I focused on learning about the company’s products as well as handling other tasks. I used to work in cost estimation; working in front of the computer all day was a bit boring for me, which is why I changed jobs. I don’t have any experience in sales. Now, after a month has passed, I still have no idea how to sell these thermal flow meters. I don’t know how to approach sales, who to call, what to say, or what preparations I should make. I would appreciate some advice! I am deeply grateful!
This is a bit tricky. Doesn’t your boss take you to meet clients? Just let you wander around like this on your own? You need to at least get to know the people at the design institute as well as the key executives of the client. Send them greeting messages during holidays, and if possible, invite them for meals from time to time. If they face any practical difficulties, such as getting an appointment with a specialist at a hospital or finding a place for their children to attend school, and you can help out with those things, then the relationship will become much closer. Attend more class reunions, trade shows, and the like, to meet some people; they might not be able to help, but they could come in handy someday.
The master shows the way; cultivation depends on the individual.
Circles are important! Networking is important!
Thank you. We usually search for clients online and then call them to inquire, but I feel that this marketing approach isn’t very efficient – most of the times we get evasive responses and fail to find actual potential clients. I hope for your guidance
To be honest, property owners get very annoyed by calls like this. It’s just like insurance pyramid schemes: without an introduction from someone they know, and since they don’t even know you, how would they have the time to engage in long phone conversations with you?
Yes, the probability is too low; unless you happen to encounter someone who is currently asking for quotes, there’s a slight chance, but otherwise it seems like a waste of time.
After joining the group you mentioned, an 114 username is required; otherwise access will be denied. Could you provide a username?
Either get to know someone in a design firm who works on instrument design, or find someone among the end-users who is involved with instruments. Take your product with you and visit them in person; generally, factory clients are willing to have the manufacturer give them a presentation and engage in some technical discussions. Then, try to build a relationship with the decision-makers by having dinner with them, so that they will think of you once they have a need.
Thank you very much; your suggestion is really great. For me, there are two issues: first, I’m not clear about the end customers; second, at the technical level of the instruments, it might not yet be possible to achieve the level required for teaching. How should I start preparing?