Anticipate A Rebound To Score From It

“Block out!” On the basketball court or in the industrial marketplace, positioning for the offensive rebound is part of good offense when the shot is in the air. You never know exactly when or where the market rebound is going to come down. So position yourself now in the industrial marketplace to score points. A few ways—

1. Work on getting your specifications accepted by OEMs and consulting engineers. Refine your specs in meaningful ways with input from field sales and product development.
2. Hold strategically crafted lunch and learn presentations (i.e., blocking out competitors) with dynamic sales aids that keep you preferred and remembered when budgets loosen up.
3. Offer suggestions and pertinent case history material to new contacts to build credibility and preference.
4. Develop contacts among likely customers on social sites like LinkedIn.
5. Set up a blog to offer suggestions and comment on developments to make new contacts and keep current customers looking to you for solutions.

Remember—even your most loyal customers are being bombarded with suggestions and pitches from competitors that may look very attractive. Blocking them out with good problem-solving content will position you to score big when the rebound bounces your way.