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Engineers are looking for you! I’ll teach you how to get found!

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This post is meant for all the Technical Salespeople who want more business from engineers.

The job of an engineer is to solve complex design problems.  As part of the solution, they are often tasked with finding the right supplier who has the product or service that solves a portion of the problem.  This process usually involves:  (1) Research on what technologies are available and (2) Testing different solutions that they have found from vendors.  This process is where the Engineer can save the most money and make design decisions that make or break a product.

As a salesperson, your job is to make sure that Engineers contact you at the R&D stage so that your solution is tested.  Easier said than done!  Most OEM Representatives have more products than their customers realize, and most Manufacturer’s Representatives have 5 or 10 OEM lines that they represent.  So, how do you make sure that Engineers test your products or services?  Below, I have outlined 5 ways to get more leads and more business from engineers that are looking for you right now! Read the rest of this entry »

Double the leads from your current customers: email marketing to engineers by engineers

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This post is meant for all the Industrial Supplier Firms thinking about e-mail marketing.

If you are in technical sales, this post is for you.  This includes Manufacturing Rep Groups, Distributors, and OEMs who want to get more business from their contact database.  There are a ton of reasons to Email Market and practically no reasons not to.  So, why haven’t you started? Because it seems like such a big task that you don’t know where to start?  Well, I’m here to tell you where to start and how we can help! Read the rest of this entry »

How to leave an indelible impression on customers. Apple’s adjective-only keynote.

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This is the latest Apple keynote, stripped of nearly everything except the adjectives.

Notice there’s a lot of subtle hypnosis going on here. Scott Adams (Dilbert) is actually a trained hypnotist, and he talks about this kind of influence.  It’s basically the neuro-linguistic programming that Niel Strauss discusses in his bestselling book, “The Game“.  This is a great example of Apple doing it about as well as anybody else ever has.

You would never see the words “amazing” and “incredible” printed 15 times in a brochure, but speech is a very different medium.  Your audience picks up on subtle emotional cues (and sometimes not so subtle) that are missing in print.

Keep this in mind when you are selling your products, presenting to customers, and speaking at events.  There’s nothing wrong with being enthusiastic about your company and it’s offerings.  Tell them how incredible your company really is.

(found via CNN’s Brainstorm Tech Blog)

What presentation tips do you use, or have you noticed?

Industrial Interface’s Presence on the Web

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Industrial Interface: This is our online community for engineers, designers, and suppliers in manufacturing.  Engineers can discuss their design problems and get innovative solutions from knowledgeable technical suppliers.  We represent every industry segment and every product category within the Industrial Research, Design, and Manufacturing market.

Our Blog: You are reading it right now!  We write about useful resources, review products and software, share interesting information with our users, and keep everyone up to date with Industrial Interface as a company.

Help4Engineers*: This is our Twitter feed for engineers and designers where we share useful resources and interesting information.  Always feel free to contact me directly here

TechSalesLeads*: This is our Twitter Feed for industrial suppliers and salespeople.  We typically share resources and interesting information as well as many of the live engineering leads coming through our site.

*Our Twitter accounts are a great way to interact with us, ask about Industrial Interface, make suggestions, or tap into our network of engineers and suppliers.

LinkedIn “Industrial Interface R&D Network”: This is another medium we provide to our users to interact with other engineers and suppliers and network in the social setting of LinkedIn.

Facebook (Industrial Interface): Join other professionals in a less formal setting where you can share interests outside of work.

How are you promoting your Industrial Company online?  What websites and resources do you think are the most useful?