Even though sales leads may not be the main focus of the average freight forwarder, acquiring new customers is just as important for them as it is for any business. Below are 6 tips that will help you in improving your sales results.
1. Build a personal relationship with your current customers
Acquiring new customers is important, but keeping your existing customers happy is even more crucial because they might be recommending your business to others. One way to achieve this is to build a personal relationship with them, as this is what will set you apart from the bigger players on the market.
2. Invest in your sales department
This one may seem obvious, but some freight forwarders still expect potential customers to approach them, which is not a very effective strategy. Instead, why do you not use the contact information you probably already have to actively reach out to sales leads?
3. Work on your communication strategy
Even though potential clients might not be looking for a communication expert, the way you bring your message across can play a big role in whether you are able to persuade them or not. Therefore, it is always a good idea to invest in a better communication strategy.
4. Keep up with current market trends
Since the freight forwarding industry is changing all the time, keeping up with the latest trends and adapting your operations accordingly is the only way to keep one step ahead of your competition. As your sales performance is impacted by both internal and external factors, it is important that you get the whole picture.
5. Do not give up too quickly
If you have any sales experience, you know that rejection is very common. For example, research shows that only 2 percent of sales leads are converted after the first meeting. Consequently, it is important to not get demotivated and give up too quickly.
6. Join a logistics network
Joining a logistics network such as the Apollo Cargo Alliance is one of the best ways to tackle your weak market areas, as you get instant access to a whole list of freight forwarders who are happy to help you out. Click here to apply as a member of the Apollo Cargo Alliance!