Question

Topic: Customer Behavior

B2b Special Offers For Industrial Plant Services

Posted by Anonymous on 6/26/2011 at 2:01 PM ET 25 Points
Hello,

We are in the field of offering Industrial Plant Services including assessments and audits of Plant Equipment. This is carried out by our Experts and Engineers.

What kind of offers would attract more customers? Would it be Informative Proposals / Brochures? Free-trials? Add-ons?

Thanks,
RV
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RESPONSES

  • Posted by Sally on 6/26/2011 at 8:22 PM Accepted
    What is the benefit to the potential client for your asssessments/audits? Would the result be a preventative maintenance schedule to avoid down time? Would it be identifying ways to maximize utilization of the equipment? Are you following up with recommended vendors to address any deficiencies that you find?

    Most plants are running equipment until it fails to keep expenses down. Any offer would need to provide them with a good reason to invest. Do you have any testimonials related to your work and what the savings were?

    I would develop a free assessment of a particular piece of equipment with stepped approach to identifying any deficiencies with associated costs of what could happen with an unscheduled failing.

    Another option, survey your current and past clients and see what they would appreciate.
  • Posted by Peter (henna gaijin) on 6/27/2011 at 2:20 PM Accepted
    Customers will want to know that your system will save them time or money.

    Testimonials of customers who ave used it and benefited is one way to do it. Better yet if they can be a reference customer - someone that prospects can call and ask questions of.

    Case studies are also good. Describes what happened and how the result were. Make sure the case study includes financial benefits that resulted.

    Free trials can be useful, if the cost of implementing isn't large. Just because you give for free doesn't man it won't take time or money from the customer to get it installed and running.
  • Posted on 7/4/2011 at 6:49 AM Author
    Dear Sally and Peter - thanks for your replies. Testimonials, Case-Studies, References from past Clients are all indeed very helpful in adding new Clients.

    In fact presently we are using Testimonials as one of the best tools to establish our credibility.

    Regarding free assessment - yes we tried that as well but was not well accepted. Reason - Client expectations from a free assessment are unrealistic at times so we put a lot at risk.
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