Manufacturing Large Sales to Move More Units

Many manufacturing firms struggle with creating noticeable differentiation. Relequint works with established manufacturers to discover their distinct brand position and ideal B2B buyer personas. Once the brand and audience have been clearly defined, Relequint crafts an inbound marketing plan that focuses on growing traffic, leads, revenue and ROI. For our highest performing clients, our marketing focuses on the product or service’s value proposition, benefits of their efficient processes and leveraging industry advancements.

Content Marketing for Manufacturing Relevance

The key to successful landing page performance is to stay focused. Don’t provide too many options for the prospect since they have already made a decision to follow your lead by clicking on a link. You have to save your sales people from FOMO (fear of missing out) and prevent them from adding extra offers.

Building a B2B2C Manufacturing Brand

Many industrial firms struggle with creating strong brand awareness and differentiation. Relequint’s work with Rational Foods started from scratch with a brand personas workshop, a brand mantra workshop, brand positioning, brand architecture, naming, product lines, multiple brand identities, package design and ideal B2B and B2C customer personas. Once the customers, brand and products were clearly defined, we developed a content plan that establishes thought leadership and follows a well structured sales funnel with marketing automation and lead qualification workflows.

Maintaining Relevance as a Manufacturing Thought Leader

Engaging new customers is the name of the game. It can be a difficult task in the overly commoditized manufacturing industry. The difference is that the customer you are seeking will appreciate what makes your company different. Content that anticipates the customer’s needs and provides answers to their pains will stand out again and again to them. Your digital content strategy will position your company as a thought leader, build brand awareness and increase website conversions.

Customer Centric

Anticipating your buyer’s needs means really understanding their challenges from day to day. Whether it’s green manufacturing for solar or HVAC, industrial or contract packaging, food manufacturing or medical level requirements, the customer is equipped with a scorecard of criteria to make a decision. Putting your persona’s requirements at the center of your content strategy creates a framework to address all stages of their journey.

Testimonial

“Before working with Relequint, we relied on traditional sales tactics like cold calling, trade shows and purchased email lists. Once we started working with Relequint, we shifted our focus to developing high-quality content that attracted prospects to us, instead of us going out trying to find them. After only a few months, the leads and customers started rolling in, and we closed many deals that were in line with our company's growth strategy. We're now true believers in the power of inbound marketing and targeted advertising to grow our business.”

In their first five months with Relequint, the client generated more leads than they had in the past five years, combined:

• Increased leads by 500%

• Increased website traffic by 167%

• Increased company revenue by 10% in first 8 months

• Total marketing ROI = 30x initial investment (3,315%)

• Developed new blog presence and engagement

• Developed new social media presence and engagement

CHALLENGE

For years, the client had relied on using a traditional sales force and outbound techniques to generate sales. In addition to cold calling, they were investing in print collateral, direct mail, trade shows and conferences, frequently traveling to follow up with leads.

Using these tactics, the client wasn’t attracting the kinds of clients they wanted and were seeing low conversion rates. They realized they needed to start thinking in a more holistic, strategic way about how to reach their target buyer personas. Although the client wasn’t knowledgeable about how inbound marketing could generate sales-qualified leads and was using their website primarily as a digital brochure rather than as a sales tool or lead generator, they were open to new ideas.

Challenges identified

• Website not optimized and lacking in content

• No real conversion points or CTAs (Calls-to-Action)

• Needed to better leverage marketing to drive the sales and new business development process

• Sales field teams needed better tools and strategies to identify qualified leads

Strategy

• Helped the client identify realistic goals and objectives tied to traffic conversion ratio and ability to close sales and ultimately revenue targets

• Leverage inbound marketing tools to drive sales qualified leads into sales funnel

• Feed quality content that drives higher conversion rates and prioritize

• Tracked and reported on ROI from lead generation efforts

Solutions provided

• Developed detailed buyer personas to better align business efforts to meet customers' needs

SOLUTION