Marty Greene

In setting up a new business, it all depends on the operations your final product needs to go through to be complete. Are you milling flat or contour surfaces? What type of material will you be machining? Are you needing to turn material like in a lathe? Do you need the ability to cut threads either internal or external? What size of products will you be making? What is the volume of product you are planning on producing? What is your floor space? Do you have utility restrictions? So many questions to answer before you can start looking at specific equipment.

Preventative maintenance on a regular basis will definitely help catch possible breakdowns. Make sure your Equipment Technicians and Operators are trained properly and on the specific equipment. Build a regiment and keep to a daily, weekly, bi-weekly, and monthly schedule, per the Equipment OEM.

I agree. A handwritten note is by far the best “thank you”. In this day of emails and voicemails, the personal touch seems to have been lost.

Definitely attend as many events and webinars as you can. Get to know others in the industry, learning different perspectives. Network, Network, Network. Get involved with Industry organisations. Maybe even serve on a board of the group.

Be open to "fully" understand the situation they are in. Don't be pushy and jump on a situation like a pack of wild dogs. Offer to help, even if it may not result in a sale for you. Maybe you don't quite offer what they are needing at the moment, but know others who do and you trust to be a great source. We are all humans and are being pushed to make the best deal we can for our company / employer. Know they are in this same boat with you. Relationships go much farther than you know. And the person(s) that you truly help, will remember you when the opportunity arises for product or services you and your company offer.

This is a great discussion. Being somewhat from an older school perspective, to me "Being Human" is one of the most important aspects of selling. When I research my industry and find who I think are potential customers, I first want to get to know the person whom I am trying to connect with. Relationships are much more important that going into a sales pitch right away. Getting to know the contact, their job, their work pressures and concerns, etc. help you to really offer assistance that will resonate long after a one time sale. I may never make a sale to the company but my relationship with the contact will develop over time and their trust in me to truly offer help will grow. That will not be taken away, even if they move companies.