Get the word out on your shop

Techniques to acquire business are endless, and it’s not hard to find numerous books, websites or consultants willing to reveal secret techniques. However, we all covet one method because it doesn’t require significant effort. It’s when a prospect has sought out your shop and needs you to help solve a problem.

The tricky part is ensuring that your shop can be found when that prospect seeks the services you provide. You know the drill when cold calling or otherwise seeking business—most prospects won’t give you the time of day, much less an exclusive appointment. They are busy and don’t care about your pitch. They think they can quickly find a machine shop anywhere if and when they need one. Many times, they can find plenty of machine shops.

And even if you do get their attention and they agree to take the next step of supplier certification, there’s no guarantee of signing a contract anytime soon. They’ll tell you about the lengthy supplier approval process and how they’ll “be in touch.” However, when a prospect needs your services and calls you, suddenly the supplier approval process moves quickly.

In that situation, signing nondisclosure agreements, completing all the supplier quality surveys and finally receiving those coveted drawings to quote seem to move faster. This is definitely a shop’s dream inquiry.