The marketing of logistics services
Selling logistics services is not just finding clients and transporting goods. It is the art of persuasion and proving value. If you do it wrong, you lose money that you could have earned.
Sargona Private Capital company managers shared how to avoid failure and sell a service to a customer.
Sargona Private Capital company managers shared how to avoid failure and sell a service to a customer.
Your uniqueness. How are you better than your competitors
If you sell just “delivery” – get ready to lose. The market is overflowing with offers, and if you don’t explain why your logistics are better, the client will go to someone who can.
Identify your strengths:
Formulate your unique selling proposition in one sentence and use it in sales.
Identify your strengths:
- Speed – faster than standard terms? Show examples.
- Reliability – what is your percentage of successful deliveries? Give numbers.
- Cost – it’s not necessary to be cheaper than everyone else, it’s important to explain the benefits.
- Service – do you have a personal manager and 24/7 support?
Formulate your unique selling proposition in one sentence and use it in sales.
If you try to sell logistics to everyone, you are wasting your time. Not all clients are the same: they have different needs, budgets and problems. Determine who your ideal client is.
For example, small businesses are looking for where it is more economical - it is important to explain how your services will reduce their costs. Medium-sized businesses want reliability, so show your expertise and cases. Large companies value automation and convenience - emphasize technological solutions.
Create a portrait of your ideal client and build your work to their needs.
For example, small businesses are looking for where it is more economical - it is important to explain how your services will reduce their costs. Medium-sized businesses want reliability, so show your expertise and cases. Large companies value automation and convenience - emphasize technological solutions.
Create a portrait of your ideal client and build your work to their needs.
Who is your client. Mistake - sell to everyone
Cold calling scripts, standard letters - this is the last century. Clients receive hundreds of offers and ignore them. You need to hook them with something. Stories work better than numbers. Tell how the client saved a certain percentage of the budget thanks to your services.
Rewrite your scripts so that they start with the client's "pain", and not with a story about you.
Rewrite your scripts so that they start with the client's "pain", and not with a story about you.
How to grab a client's attention
Working with objections. Why clients say "no"
Sales system – without it, you lose clients
People rarely agree right away. They say: "It's expensive", "We already have a contractor", "We don't need it". But there is a reason behind every refusal, and if you eliminate it, you will successfully sell your service. Sargona Private Capital Ltd specialists advise: write down the 5 most common client objections and prepare powerful responses to them.
Sales mistakes are often associated with chaotic work: you wrote to a client – forgot about him, agreed – didn’t remind him, he forgot. The client shouldn’t think about you, you should remind him about yourself.
What to do:
If you don’t have a CRM – start keeping a client database at least in a table, as recommended by Sargona Private Capital specialists.
Let’s summarize the important: first, determine who your client is. Create a Unique Selling Proposition that really grabs your attention. Rewrite the scripts – start the text with the client’s problem. Learn to work with objections. Find sales channels and work with them every day. Automate the process so as not to lose clients. If you implement at least half of these tips, it will have a positive effect on your business.
What to do:
- CRM – keep all clients in one system so as not to lose them.
- Scripts – create message templates to save time.
- Automation – mailings, reminders, etc.
If you don’t have a CRM – start keeping a client database at least in a table, as recommended by Sargona Private Capital specialists.
Let’s summarize the important: first, determine who your client is. Create a Unique Selling Proposition that really grabs your attention. Rewrite the scripts – start the text with the client’s problem. Learn to work with objections. Find sales channels and work with them every day. Automate the process so as not to lose clients. If you implement at least half of these tips, it will have a positive effect on your business.
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