Freight moved by trucks each year values over $720 billion worth of goods. As the owner of a truck, fleet, or 3PL, it’s your goal to gain as much of this share as you can manage. But there’s strong competition, and attracting new customers can be a challenge.
You need to know how and where to find new customers. You also need to know what your customers need and how to show them that you can be the solution they’re looking for.
This guide will help you boost your freight sales by showing you the tips and tricks for success.
1. Understand the Markets
There are two markets you need to know. The first is logistics. This is your market, and by studying it, you’ll know the current and future trends of the freight sales business.
When you know what your competitors are doing, you can differentiate yourself from the other freight sales businesses. Learn from their mistakes on what does and doesn’t work. You can be more agile in how you position yourself for the changing market conditions.
You also need to understand your customer’s market. This helps you understand the challenges they face so that you can better align your service offerings with their needs.
2. Network and Relationship Building
It isn’t enough to network; you need to network with the right people. Create, develop, and maintain relationships with logistics professionals throughout your current and future operating areas. This will help you secure more favorable contracts, provide a better service, and grow your business.
Attend industry events and opportunities that allow you to meet new people. Follow up with connections and offer them a benefit. People are more likely to help you when they feel as though you are willing to give and take.
3. Optimize and Align Your Efforts
Your sales and marketing team need to be on the same page so they can deliver the same message. This ensures potential leads and current customers know and understand what you can offer them. It can help to create a freight broker script that everyone on the sales team uses.
This also ensures that your sales team reinforces the message that your marketing team delivered. Witha combined effort, you can more efficiently move people through the sales funnel.
4. Develop Your Customer Relationships
Most businesses that ship freight will use multiple freight sale businesses. This means your current clients aren’t giving you all of their business. By developing your current customer relationships, you can grow your business.
Maintaining strong and positive relationships with your current customers is a more affordable way to increase your sales. If your current customers are happy with your services, they’re more likely to recommend your services to others. Now your customers are doing the work of generating leads for you.
Start Boosting Freight Sales Today
As you can see, growing your freight company isn’t about having more trucks or routes. Instead, if you want to boost your freight sales, you need to focus on understanding the market, networking, optimizing your message, and developing your current customer base.
Browse our other articles and learn how to successfully grow your business.