Getting CNC work is crucial for machine shops to keep operations running smoothly, paying your team, and growing your business. Whether you’re just starting or have been in business for years, getting new machining projects can be a challenge. Here are the top three strategies on how to find work for CNC machines.
1. Leverage Existing Customers
One of the best places to find new CNC work is with your existing customers. It might seem obvious, but it’s often overlooked. Here’s why it works and how you can make the most of it:
Reach Out and Ask About Upcoming Projects
Most companies you work with probably have more projects than they send your way. For example, if a company is manufacturing a series of custom fixtures, you might only be handling a few specific parts. They might not be aware that you can handle other components too.
Reach out to your current customers regularly and ask about any upcoming projects. Do they have new parts that need machining? Are there any parts they’re getting machined elsewhere that you could handle? Even a simple check-in email can open doors to new opportunities.
Educate Your Customers About Your Full Range of CNC Services
Sometimes, purchasers don’t know the full range of machining services you offer. They might not realize you can handle certain types of work, like EDM or grinding. It’s your job to educate them about everything you can do. Create a brochure or a detailed capabilities sheet that outlines all your services and machining tools. Schedule regular meetings or calls to update them on what you can provide. This proactive approach can turn a small order into a much larger one.
Provide Exceptional Service to Keep Your Customers
Building on existing relationships is easier than starting from scratch. Your current customers already know and trust you, so leverage that trust to secure more work.
In CNC machining, your reputation does the heavy lifting. It’s not just about meeting deadlines or nailing specs—it’s about being the shop customers think of first when they need something done right. If you consistently deliver quality work and keep things simple with clear communication, you’re not just finishing a job—you’re earning trust. And that trust is what brings customers back and keeps your machines running.
2. Reconnect with Past Customers
Another great strategy is to revisit past quotes and interactions. Over the years, you’ve likely quoted many potential customers. Some of those quotes might not have led to work initially, but that doesn’t mean the door is closed.
Keep Record of Customer Interactions
Use spreadsheets or a CRM to keep detailed records of your quotes and customer interactions. This helps you keep track of when you last reached out, what you quoted, and what their response was. Having this information at your fingertips allows you to follow up effectively and at the right time.
Follow Up Regularly
Reach out to these past contacts periodically. Maybe your quote wasn’t right for them a year ago, but things change. They might have new projects, or they might be unhappy with their current supplier. Following up can open new opportunities. A simple email or call saying, “Just checking in to see if you have any new projects we can help with,” can go a long way.
Repair and Rebuild Relationships
Even if a past relationship ended on a sour note, it doesn’t hurt to reach out. Mistakes happen, and time can heal old wounds. If a project didn’t go as planned years ago, reach out and see if they’re open to giving you another chance. Giving them an explanation of how you’ve improved your processes can reignite the relationship and help you get more CNC work.
Send Updates to Stay Top of Mind
Send occasional updates about your company, such as new capabilities, equipment, or services you’ve added. This keeps your company in their minds when they have new projects. A quarterly newsletter can be an effective tool for this.
Reconnecting with past and potential customers can yield significant results. Sometimes, it’s just a matter of timing.
3. Cold Calling and Outreach
Cold calling is a time-tested method that’s highly effective in getting new CNC clients. It’s often neglected because it’s so challenging, but this approach can truly drive your sales growth and give you an edge over the competition. Although it can be demanding, it’s a necessary part of a proactive sales strategy. Sales prospecting is what we do best in the manufacturing industry, so here are a few simple recommendations from us.
Embrace the Grind of Cold Calling
Cold calling isn’t easy, but it’s where opportunities are found. Start by setting daily goals for the number of calls you’ll make, and stick to them. When you introduce yourself, be clear about the value you bring and why their company should consider you. Persistence is key. Follow up consistently, refine your pitch based on feedback, and don’t get discouraged by rejections. This method may be tough, but it’s where you can uncover the opportunities that other approaches miss.”.
Use Email to Support Your Sales Prospecting
Emails should complement your cold-calling efforts, not replace them. To streamline this part of your outreach, create a template that introduces you and your company, explains your capabilities, and invites them to send you quotes. Including a clear call to action, like asking if they have any upcoming projects you can quote on, makes it easier for potential clients to respond and gives you a foot in the door.
Personalize Your Sales Approach
While templates are helpful, make sure to personalize each email and call. Mention specific projects they might be working on and explain why you’d be a good fit. Show that you’ve done your homework and understand their needs. Personalization increases the chances of getting a positive response.
Keep Your CNC Machines Running at Full Capacity
Finding CNC machining work requires a combination of leveraging existing relationships, reconnecting with past contacts, and reaching out to new potential customers. By focusing on these top three strategies, you can increase your chances of getting more CNC projects and keeping your business thriving. Persistence and communication are key. Keep reaching out, following up, and educating your customers about what you can do. With these strategies, you’ll be well on your way to getting more CNC work.
