We live in an increasingly globalized and internationalized world, in which industrial companies must quickly make decisions that allow them to offer the most competitive products possible, adapted to the requirements and challenges of the international market.
Industrial subcontractors are companies that do not have their own product range but are able to manufacture products or provide services that another industrial company needs – in other words, to offer production solutions adapted to the needs of industrial companies.
In this context, industrial subcontracting is gaining importance as a business strategy. With its help, industrial companies engage other specialized companies to provide customized technical solutions for the production of some parts or for some intermediate industrial processes in order to incorporate them into their production cycle.
Subcontracting companies used to work for traditional and leading industrial sectors such as automotive, aerospace, renewable energy, medical technology, machine tools, microtechnology, defense, telecommunications, transport, etc.
Trends to be faced
The industrial subcontracting sector is currently evolving on several directions:
- Increasing productivity to improve profitability and gain more market share, both nationwide and internationally. The trend in the sector is to innovate in processes through two channels: on the one hand, through process automation and digitization, introducing more flexible and multitask production tools that increase productivity and improve employee training; on the other hand, at the production management level, applying the latest management techniques so that the company responds efficiently and effectively.
- Developing higher value-added products by producing increasingly complex units and parts, investing in the development of knowledge and means of production to manufacture very complicated parts; developing units that integrate solutions created by different suppliers, offering a higher value-added product.
- Improving customer service by offering itself as a universal supplier and developing partnerships with other subcontractors to deliver fully finished parts and units.
Subcontracting also provides flexibility for both customers and subcontractors:
- Customers can choose from a range of subcontractors with a proven track record in their respective fields.
- Subcontractors can select potential clients based on their likely task-specific needs.
With EasyList digital solution, this scheme becomes even more efficient: just select your area of interest and location, and the list of potential customers or contractors is generated and ready for further processing.
Targeting new customers
Active customer acquisition is a task that requires certain know-how from industrial subcontracting companies. The products and services offered in this sector are often high-tech. Industrial B2B prospecting must therefore be done strategically if you want to provide a constant flow of new customers.
Since subcontracting work is predominantly one-off and short-term in nature, industrial subcontractors face the acute challenge of regular updating and enriching their client database.
How can industrial subcontractors conquer the online space, find new customers and seamlessly integrate digital trends into their business model?
The answer is sure to be online prospecting. According to Demand Gen Report, 68% of B2B organizations use automated lead nurturing to improve sales funnel efficiency
With online prospecting, an industrial subcontractor can search for new customers in three steps:
- Collecting information about potential customers
- Generating quality content to appeal and engage customers
- Launching a marketing campaign through email campaigns, phone calling and social media interactions.
Collecting information about potential customers
With the help of B2B online services for prospect hunting, the following tasks can be performed promptly and on an ongoing basis:
- Market monitoring and segmentation
- Target audience outreach
- Lead generation
- Tracking new players on the market who can become your customers
- Generation of marketing lists of prospects by type of activity, location, financial turnover, number of employees
- Export of prospect database for further processing (cold calling, email campaigns, communication via social networks).
EasyList by Kompass is a real opportunity to solve all the above mentioned tasks in one place in 24/7 mode. Our database of B2B companies covering 70 countries, as well as a set of search filters will allow you to create a customiazed database of potential customers who would show interest in your offers, agree to a meeting, request for a quotation or a contract in a few clicks.
Generating quality content to appeal and engage customers
In order to convert a prospect into a buyer, you need to get them interested. To do this, you will require:
- Personalized approach: study the information you have collected about the prospect – how long he has been on the market, what products he offers, whether he is an exporter, what his financial performance is. The more you know about the company, the easier it will be for you to initiate contacts with him and offer your own services. It goes without saying that customers will be interested in a partner who can offer them an immediate solution to their problems.
- Personalized offer: after creating a common picture of the customer, prepare a commercial offer that will interest him. For example, mention the proximity of your location to the customer premises, mention your experience and qualifications in performing similar projects, give accent to the price benefits.
- Portfolio: the decision-making process is often influenced by your portfolio – how many projects you have already completed and in what timeframe, who your customers are, what their feedback and testimonials are, etc.
Launching a marketing campaign
- Email marketing has long been one of the most popular methods of generating and nurturing leads due to the speed and effectiveness. All you need to do is create a database of verified email addresses using EasyList, upload it to the mailing service with a properly composed commercial offer – and a good conversion rate will not be long in coming.
- Another proven method is phone prospecting. Phone contacts can be used to offer a meeting, an online presentation or as a way to nurture potential customers.
- Contacting prospects via social media has already proven to be a highly effective method of gaining attention. The key here is a personalized approach and a quality content.
To summarize
Industrial subcontractors can benefit from online prospecting just as much as the rest of the B2B market. Take advantage of our lead generation solutions – create a prospect list just a few clicks, and your customer database will be enriched with new customers ready to cooperate in no time.
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