An interview with David Lomas, Executive Editor at Manufacturing Matters
“Manufacturers are brilliant at what they do – but that doesn’t always mean they’re brilliant at talking about it,” says David Lomas, Executive Editor of Manufacturing Matters magazine.
He’s referring to a common challenge faced by many UK manufacturers: communicating the real value they bring to prospective customers.
What is cause of the problem?
“Too often, manufacturers jump straight into technical detail,” David explains. “They talk about processes, specs, or features – but not enough about the outcomes they create for the customer. And when you do that too early in the conversation, you risk losing people.”
According to David, the real breakthrough comes when manufacturers shift their focus. “What if your first conversation was less about what you do, and more about what really matters to the customer?”
How does David help?
At Manufacturing Matters, David and his team work with manufacturers to reshape that opening message. “We help clients ask better, more thought-provoking questions – the kind that get a prospect talking. Then we support that with a professionally written and published article that explains their broader value in a compelling way.”
The result? Stronger early conversations, a more consultative sales process, and significantly better conversion rates.
“If your team struggles to explain your value in a way that really lands,” David adds, “this approach could transform how you win business.”
“Manufacturers: if you’d like to give your Sales a boost, please contact me via david@m3publishing.co.uk or track me down on LinkedIn 👍”
-->