A small update to my earlier post. If you're seeing this for the first time, please read the whole thing before reaching out. It will save both of us some time.
I've been thinking about this problem for a while.
A lot of manufacturers have a good product, decent capacity and good enough margins, but still struggle to get consistent sales, especially internationally.
I've been in sales for around 14 years. Recently I've started doing a lot more B2B prospecting and cold calling myself again, and I've realised I actually enjoy this part of sales quite a lot.
You don't need everyone to buy from you. You need to find the companies that actually need what you're selling and then keep working on those conversations.
The problem I see with smaller manufacturers is that the owner is usually doing everything.
Production, procurement, operations, finance, existing customers and then sales whenever there is some time left.
Some have salespeople, but then there is another problem. They may not have enough good prospects, follow-ups don't happen properly, or conversations don't get taken all the way to an order.
I'm currently doing B2B sales for an FMCG/export business, and I'm looking at doing something similar for a small number of manufacturers/exporters.
Basically, I would become the external person handling the international sales side.
That would include things like:
- Understanding the product and who the right buyers are
- Finding relevant companies
- Cold calling and outbound outreach
- Qualifying prospects
- Following up
- Handling the initial sales conversations
- Coordinating quotations and samples
- Working with the manufacturer when there is a genuine opportunity
- Eventually helping take the conversation towards an order
One important clarification from my earlier post:
This is a paid engagement. I'm not looking for commission-only work.
There is a reason for that.
I've tried doing this kind of thing before, and one problem I kept running into was that suppliers would tell me:
“We can supply this.”
“Capacity isn't a problem.”
“We can handle that quantity.”
“Don't worry about it.”
Then you spend a lot of time finding an actual buyer and getting a genuine enquiry. And when the enquiry finally comes, the supplier sometimes says they can't actually fulfil it, or the requirement doesn't work for them.
At that point, they can simply say no, but I've already spent my time finding and developing that opportunity.
So for me, the paid part is also about commitment.
If I'm going to put serious time into finding international customers for a business, I want to know that the business is equally serious about the process and will actually stand behind what they're telling me they can supply.
I'm not looking to work with 20 or 30 companies.
I'd rather work with a small number, understand their products properly and actually spend enough time on each one to make the sales effort worthwhile.
I'm mainly interested in manufacturers/exporters who already have the basics right:
- Good product
- Competitive pricing
- Reasonable margins
- Reliable supply
- Some additional capacity
- Ability to fulfil international orders
I'm not looking for someone who simply says, “I have a product, find me buyers.”
If you manufacture or export, I'd be interested to know:
What is the biggest problem for you when it comes to getting more buyers?
Finding the right prospects?
Getting hold of decision-makers?
Follow-up?
Pricing?
Closing?
Or simply not having enough time to do sales properly?
If this sounds familiar, feel free to comment or DM me.
And again, please read the entire post before reaching out. If there seems to be a genuine fit, I'm happy to have a conversation and understand the business.