Brining in work....

[Tom214moto]

Ok, so I've been in business for myself for many years as a CNC Job shop. I have only had one customer for the most part and they have grown to considerable size now and barley have use for me. How I got there work was we were/are in the same building. Now they have 16 CNC and countless people working there. They use to come to me because I could turn work around fast and accurate and I am close (same building). It grinds my gears a little to know that they are shipping all this work over seas to Bulgaria.
I also machine my own product and have a few injection molds (not done at my shop) that I make dough with. Thats my bread and butter so to speak.
We are very good at what we do in our shop but I lack the knowledge of how to obtain new customers. I have tried MFGqoute (scam) and RFQwork but nothing seems to pan out. I know my prices are competitive! I would like to get busy again but am having a hard time finding work. This is my shop and what were capable of,
The Wizard 20” x 29” Stencil Stretch Frame System
Anyone have any suggestions of how to find some new customers???
Thanks,
Tom

[harryn]

I suggest that you take 70% of your time, and dedicate it to finding customers - in person.

Go to every company that you can find, talk to either the VP of Purchasing, or President of the company, and tell them what you have to offer. Your first priority is to get business in the door. Go to every bank president and business accountant in town and tell them about your firm.

Bring along some examples and pictures of your work and the shop. You are setup to do business person to person. It is how you got started, and what will get you busines going forward.

Expect to make 100 phone calls and 20 visits for every customer you get. Take careful notes and follow up on everything that is offered. It's just the basics of business.

Try to get your business setup so that no individual customer represents more than 25% of your total business.

[widgitmaster]

I agree with HARRYN, and would include the creation of a full color portfolio with details of all the capacities of each machine or department.
If all you leave them with is a small business card, that is too vague, and will get buried under a pile of others!

Have someone take hundreds of digital images and choose the best ten!
Eric

[neutronics]

Another option is to hire either an inside sales rep or an independent salesman/account manager. I have both hired sales employees and dealt with sales contractors in the past – preference is for the employee, but the barrier to entry is lower with a contractor who already has relationships with your target customers.

The contractors typically represent several shops or companies so it’s in your interest to ensure he/she knows your core capabilities. They way they can “pimp” you to prospects. You’ll have to pay them a commission of course and possibly a retainer too.

Have you been to any of the trade shows lately? (Like “Design2Part,” which was last week in Long Beach, CA.) There are tons of successful job shops representing themselves at these places. If you can’t afford to exhibit, you should go to these shows anyway to make contacts and see how other shops sell.