Looking for Advise on Marketing Small Eng. Co.
Looking for Advise on Marketing Small Eng. Co.
(OP)
I am new to Eng-Tips and have spent a fair amount of time over the past few days browsing through different forums. I think it is great. One area that my company is struggling with (which also has been covered thoroughly in past threads) is sales and marketing for a small engineering company.
I have two questions that I would appreciate feedback on:
1) My company is basically composed of several technical people and sales is a role none of us is comfortable with. Previous discussions in these forums suggested that you need a salesperson to open the door and gain access to the engineers at the prospective customers. Being a small company we cannot afford a full time salesperson (at this time).
Are there salespeople available for this role on a parttime basis (ie salespeople that represent several companies)? If so has anyone had experience with them and was it positive? Where do you find such a service , I've tried search engines but never had any luck?
2)We are considering setting up a Website. In general is it worthwhile establishing a website? Does a website generate any leads ? Any advice would be appreciated.
Thankyou in Advance,
Mark Carman
M1 Engineering





RE: Looking for Advise on Marketing Small Eng. Co.
With a sales-front-man you won't be able to adequately achieve this level of trust. Sales isn't necessarily "Smiling Sam the Used Car Dealer" with all kinds of tricks and methods for closing the sale. In engineering it is much more substantial and based on your ability to show a client good response time, empathy for their projects (their problem is your problem), etc.
This may take time to knock on doors and simply speak with people....something technically oriented people aren't always comfortable with - but you starting a business must include the personal or I think it will fail.
RE: Looking for Advise on Marketing Small Eng. Co.
who are at the same level of technical expertise as themselves.
ie.
Engineers >>>>>>>>>>Engineers
Technologists>>>>>>>Technologists
Tradesmen>>>>>>>>>>>Tradesmen
Goofballs>>>>>>>>>>>Goofballs
RE: Looking for Advise on Marketing Small Eng. Co.
For a fledgling business, not only is hiring a salesman a significant expense, it will certainly result in some doors closing with great force and incredible permanancy.
When I started my business in 2003, I began by calling everyone in my rolodex, building a web page that has gotten pretty good reviews (and several jobs), budgeting 2 hours a day to eng-tips.com (which has resulted in some work) and cold-calling companies that weren't in my rolodex. Each technique added work until I now have be very careful about the deadlines I commit to.
Having industry publications and being active in professional societies is also a big help.
David Simpson, PE
MuleShoe Engineering
www.muleshoe-eng.com
Please see FAQ731-376 for tips on how to make the best use of Eng-Tips Fora.
The Plural of "anecdote" is not "data"
RE: Looking for Advise on Marketing Small Eng. Co.
About the web page, do it right or dont do it. I get totally turned off by generic web pages where it is obvious that 30 minutes was spent on it using some template. Customers want information. Make it an informative stop packed full of info related to what you do (at the expense of letting your competitors know your 'inof' as well).
RE: Looking for Advise on Marketing Small Eng. Co.
RE: Looking for Advise on Marketing Small Eng. Co.
RE: Looking for Advise on Marketing Small Eng. Co.
rule #1: It takes some time to get busy and build networks and relationships. I have been marketing and selling like crazy for a year and am just getting really busy now.
rule #2: NOTHING beats referralls and networking. Personally connecting with people any way you can is best. Doing a fantastic job for your clients is key. Then they will sell you. Join a networking group. There are several. BNI International, LeTip, etc.
rule #3: Dont be discouraged by success rates of other marketing methods. I sent out hundreds of letters and got 2 steady clients from them. But over the course of a year those clients have referred people who have referred people, etc.
rule #4: I think a website is essential. Get a professional looking website and work hard to get it noticed. Adwords, overture, and findwhat have pay per click advertising. It is relatively inexpensive and a great way to establish a prescence.