Building business as a new trucking company is hard work, but it is rewarding both in revenue and in the new relationships you build. With the SNS system, we show you effective ways to introduce your organization to potential new customers, and how to convince them that your company is one to consider for their freight.
Some of the things we’ve learned from developing our system:
- Be prepared.
Be ready to answer questions about your company, your rates, your systems for tracking freight en route, and anything else you think your prospect might ask about. Talk about your experience in the industry, and why you decided to start your own company. But be brief–the next item in this list should the the majority of the discussion. - Be focused on the prospect.
This is where you can start building a relationship with your prospect. Learn about their business–where they ship, their products, and any special considerations for their freight. Ask about their biggest challenges, and what issues in shipping take them away from other important aspects of their business. Make note of any problems they have, and offer solutions. - Be responsive.
If a prospect asks you for more information, or rates, or how you might go about fixing a problem they’re having, address it immediately and respond quickly. This isn’t just work–it’s a direct opportunity to earn some of their shipping business. - Be persistent.
In some cases, you may get the chance to do business with a prospect quickly, but in many instances, it may take months (sometimes years) to earn business. Many companies have complex relationships with trucking companies, and it can be difficult to change these. However, if a current vendor makes a mistake, gets acquired, or has some other unexpected event, you want your prospect to remember that your company is there. So you have to maintain regular, consistent contact with each prospect. You never know when opportunity will arise. - Be patient.
As we said before, it can take months or years to get business from a prospect. That’s a reason why you need to reach out to many prospective customers and maintain contact. As your business grows, you’ll become more visible to these companies. And your patience will pay off.
Want to know more about building lasting, profitable customer relationships? Contact us to learn more about proven system.