Manufacturing industry is rapidly changing by digitization. From robots tied to sophisticated computer networks to standalone manufacturing machines from different vendors that can “talk” to each other. Digitization is revolutionizing businesses regardless of industry. It’s footprint is seen not only in manufacturing but also other industries across hundreds of niche markets.
Admit it…… You’ve wondered.
You are marketing and marketing and tweaking more.
Your team says they like it but you’re not getting results.
Sales leads are barely trickling in. Those leads that are coming through are low quality leads and you are losing sleep over it.
And you can’t help wondering……
Maybe you need to be more patient and give it more time.
Imagine if you knew your customers like you know your best friends.
You know what kind of food they like, what movies they like, their hobbies, interests, and social activities.
You know what type of gift they like and conversely what they don’t like.
All of this helps you to not only be great friends but also to know their needs.
Now imagine if you had just met your friend yesterday. If you wanted to form a deep friendship you’d start learning about them a little at a time. There is no “Science” behind this stuff. Mankind has been doing this from the beginning of time. Before computers, cell phones, and internet existed, businesses knew the importance of “knowing” their customers.
McKinsey’s research on digital sales is a great example of the complexity of the subject. What does going digital mean in sales success? Isn’t sales all about relationship building and sales skills?
Well yes and no. In the traditional sense, sales is still about relationship building although that relationship is increasingly becoming “digital”. Instead of a sales rep driving the process from the get go, companies are relying more on automating, refining, and enhancing the customer experience along the sales path.
“There is a fine line between fishing and standing on the shore like an idiot“
If I wanted to catch fish what would be the best way to go about it? I can pick a spot at random, let my line down with a cheap ol bait that I bought on special and then hope for the best.
Am I going to catch fish this way? Maybe. Is this a sound plan? Certainly not! Unless I’m a firm believer in luck this strategy often results in frustration than anything else.
I have worked with many business owners, executives, and entrepreneurs that didn’t go to business school yet they are extremely good at what they do. It almost seems like if they had gone to business school they would not have been any more successful than they are.
Here are some things that they don’t teach you in business school:
How to deal with real life challenges of running a business
When to trust your instinct
How to deal with failure