The old ways of connecting with new customers don’t work so well anymore.
In the past, you could count on some cold calling, your contacts and networking to fill up your sales pipeline. Sales and marketing strategy? Nah, you don’t need any of that fancy stuff. Hustle and elbow grease has always worked around here.
So we kept “smiling and dialing” for new customers. A few times a year, an industry conference would provide 50-100 business cards – surely there is a sale within that pile of cards. If you worked for a big company, maybe you could afford some advertising, slick brochures and coffee mugs with the company logo. A shipper would be crazy not to give up some shipments for a free coffee mug!
Are you a Stalker or a Sales Professional?
The truth is shippers have tons of choices and they are getting choosier. Avoiding your call is ridiculously easy and even if you do get through to them they are not interested. Do you really want to learn tricks to bypass the gatekeeper? Are you a stalker or a sales professional?
Prior to the internet, the salesman’s role was different. Shippers were happy to meet with the salesman because he was the expert, the guy who knew the latest on new service offerings, company bankruptcies, who was moving where, etc. The sales guy was able to engage as an expert, someone credible, and someone who was capable of winning your business.
The New Expert
Post internet, the shippers find their experts online. People like me are viewed as experts because we have shared our expertise online. There are plenty of people out there who know more than me about transportation and logistics, but if they don’t generously share their knowledge, nobody finds them.
I have learned how to be found by shippers. In fact, now I am helping 3PLs be found too.
On March 11, 2015, I am conducting a webinar to help 3PLs get found. In the webinar, I will show you how to get more leads, higher quality leads.
Remember, the key to sustainable sales growth is good leads. Without a lead generation strategy, you will always struggle to find good leads.
In the webinar, I will share the lead generation strategies that have worked for me including: webinars, white papers, email marketing, blog posts, speaking engagements, articles and videos.
The sales leads that come from these strategies are better leads because you have established your credibility and knowledge. You just can’t get that from a cold call.
There is a right way and wrong way to implement each of these strategies. Execute the wrong way and you will waste a lot of time and effort. I have been doing this a while and after some false starts, I have learned how to get good leads.
Work With Me!
I work with 3PLs to grow their sales. I can put my lead generation know-how to work for your organization. I am not a marketing company or a high priced consultant. I am a 3PL sales guy who built himself a lead generation system that delivers high quality leads. My approach will help your company build an ongoing relationship with a targeted market.
If you are interested, please contact me at Joe@thelogisticsoflogistics.com or 517.375.0631 mobile.