You can't sell what you don't say
Fill your factory.
Five short stories about one example plant, told as one drawing: a job lost on secondary ops, the on-site visit, an AI answer that guessed, the companies reading the website, and the Monday the new work comes in. Every company here is invented, and every number is an illustration.
You want more defense work. Say what your plant can do.
Scroll to open the door ↓
REV A · AS SAID · ILLUSTRATION
This is your plant as a buyer reads it.
The sharp lines are what your website says. The blurred ones run on your floor every week, and no buyer can see them.
Example plant. The SAID meter is an illustration: this plant's website says 4 of every 10 things it can do.
You can't sell what you don't say.
Your capabilities are supply. What buyers need made is demand. The work goes to whoever says it more clearly.
Story 1 of 5: Won on Secondary Ops
PART 1 · SEE THE GAP
You can make this part. So can the shop down the road.
A prime needs this electronics housing assembly from one supplier. You and Competitor B both send a capabilities sheet copied from your websites.
THE TURN
Tied on specs. Lost on the ops you never said.
Competitor B lists hard anodize, thread inserts, an EMI gasket and a UID mark. You run them too, and your site never says so.
101 · THE LESSON · BEFORE STEP 1
When the specs tie, the RFI goes to the shop that says its secondary ops.
Story 2 of 5: The Walkdown
PART 2 · CAPTURE IT
“Never thought to put it on the site.”
That's you during the on-site visit, when your lead programmer mentions a job you run every quarter. It goes down in red pencil.
THE TURN
Nothing goes public without your yes.
Every redline lands on one cited record and climbs from inferred to ratified. Anything you'd rather keep stays there.
201 · THE LESSON · STEP 1: BLUEPRINT
The capabilities that win harder work are usually the ones nobody thought to mention.
Story 3 of 5: The Hoist Says 15 Tons, an illustration
PART 4 · GET FOUND · ILLUSTRATION
10:40 PM. A power-generation engineer asks an AI assistant who can machine a 22-ton casting.
AI assistant · answer · illustration · invented shop
Granite Ridge Machine Works routinely handles castings up to 30 tons.
THE TURN · ILLUSTRATION
The hoist says 15 tons.
The rating was never on the shop's website, so the assistant guessed. The shop never hears what it said.
401 · THE LESSON · STEP 2: IKE
When your site doesn't state your limits and your proof, AI fills the gap with confident guesses.
Your crane has a rating too. We put your real limits and proof, from the record you approved, on pages AI can quote.
At the centre is IKE, our Industrial Knowledge Engine: it translates what your plant can make into what buyers search for, and everything we do teaches it more.
Story 4 of 5: The Sign-In Sheet
PART 5 · SEE WHO'S LOOKING · ILLUSTRATION
Two signatures on the guard-shack clipboard this month.
Your website had far more visitors than your front gate. Almost none of them signed in.
THE TURN
SiteSonar fills in the company and what it read.
After each visit closes, SiteSonar names the company and keeps its visit history. Bots are filtered out. Home networks stay unnamed.
501 · THE LESSON · STEP 3: SITESONAR
Most buyers who research you never sign in. SiteSonar fills in the company and what it read.
Always on. Each visit is read after it closes. Lead research and AI grading: Coming.
Story 5 of 5: Fill Your Factory, Monday 6:00 AM
PART 6 · FILL THE FLOOR
Every capability you approved gets its own page. Then the pages go where buyers look.
We build and maintain your website, with unlimited development, and put each new page where buyers look: search, AI answers, social and ads.
THE TURN · REV H · ILLUSTRATION
Monday, 6:00 AM. New work rolls in.
New pages bring new companies, and SiteSonar shows what they read. The next job lands on a machine that was waiting for it.
000 · THE LESSON · STEPS 4 TO 6
Pick the work you want and say all of it. That's how you fill your factory.
Illustration. Your mix depends on your plant, your market and how your team follows up.
| DATE | COMPANY | PERSON | AREA VISITED | TIME |
|---|
EACH ROW IS FILLED IN AFTER THE VISIT CLOSES · BOTS STRUCK OUT · ALWAYS ON