According to surveys, 40% Growth in Sales in Logistics Businesses is reported with the successful implementation of digitalisation in the business!
Has your Logistics business adopted these crucial changes?
Implement these 7 Strategies to Double the sales of your business now!
1) Establish a Formal Sales Process
The most common barrier to success in logistics sales is a poorly defined — or undefined — sales process.
According to HBR research, companies with a formally defined sales process grow revenue 18% faster than companies without one.
Automation is a really necessary process for the growth and efficiency of sales.
First, divide your sales pipeline into these 5 constituent stages :
Lead Scoring and Qualification
Request for Proposal (RFP)
Closing and Deliveries
Next, define a set of strategies and processes your company will employ at each stage.
Lead Generation —
An effective marketing machine is essential for lead generation, outbound sales strategies such as cold calling for qualified leads and attending industry events or trade shows that potential clients will follow.
Determine the information you'll need to collect and record across all lead profiles to properly score, evaluate, and target touchpoints.
Linkedin is the best lead generation tool for logistic businesses. It can help you to generate high-quality leads for your business.
Know how to generate leads using Linkedin for your Logistics business
Most logistics companies care about name and contact information (email, phone, etc.), but they also consider the lead's role in their company and how/where they heard about your company.
Automation platforms can help you reduce data entry's burden while leveraging Technology.
Lead Scoring and Qualification —
Not every lead you collect will be useful.
This stage is critical for distinguishing between strong/hot opportunities and those unlikely to convert or a poor fit for your company.
Make a list of the characteristics your logistics company looks for in the lead, and then go over your collected leads.
Consider how they correlate to your ideal customer profile. Score them, then go after the highest-rated leads first. Do you know how to build the ideal customer profile for your business?
The basic framework should consider the BANT principle - (budget, authority, needs, and timeline).
If the lead a buyer with a budget
The authority to decide
A need for your service
And the intent to buy soon?
You've got a good lead if you can check all four boxes.
Closing & Delivery —
Once the contract is properly signed, it's now on customer service that gets to work fulfilment on the terms of the agreement.
Make sure you can deliver your logistics services exactly as agreed and that everyone, including the sales team, understands what that entails.
Delivery is only a high-level overview of sales process fundamentals; your process should include much more information (technology used, where to store information, who is responsible for what, and so on).
You'll be able to hold your reps accountable and maximise every opportunity if the sales process you design is repeatable, measurable, and scalable.
Have a look at the results we generated for one of our clients!
Conversion Rate increased by 213%
Cost per lead is reduced by 78% (from Rs. 1062 in Nov. to Rs. 235 in January). Saving Rs. 827/- per lead.
Increasing total leads by 544% in the same period.
Conversion Rate spiked in December to 3.60% (a growth of 310%).
Want similar results for your Business?
Needs Assessment —
Have your representatives meet with customers to determine their needs and which specific logistics service will provide the best match.
This is also the time to give the leads sales and collateral specific to the services to educate them on the offerings and answer their questions.
Proposal / Request For Proposal —
A logistics sales proposal is not something that should be emailed and then waited for.
Make sure you have a formal presentation where you can explain your proposal, answer questions, and negotiate terms for a revised final version.
2) Develop Inbound Marketing Strategy
Many smaller logistics companies will either delegate brand awareness and outreach to leadership or maintain a skeleton marketing staff (often a single employee).
The issue is that leads do not appear independently, and marketing is the best way to draw opportunities into your logistics sales funnel.
A consistent flow of inbound leads is a self-sustaining resource once the inbound marketing machinery is in place. When logistics leads come to you, it takes less effort.
Inbound marketing is primarily concerned with attracting potential customers to you via the internet by creating online content that interests potential customers.
Some of the necessary things required are:
Search Engine Optimization (SEO) —
Your website is your best salesperson today. You need to appear at the top of search results.
Buyer-controlled internet research, generally using the search engines like Google, now accounts for 67% (or more!) of the buyer's journey.
Ensure your website is optimised for logistics and freight sales prospects (such as cargo hauling, freight companies, or logistics transportation services)
It should be structured to convert visitors (with contact forms and calls to action).
SEO requires little investment but pays huge dividends in logistics sales.
Content Marketing —
Use a logistics business blog, detailed service subpages, and a FAQ section to host quality web content on your website.
Try putting high-value downloadable assets, such as eBooks, case studies, webinars, and white papers, behind a contact form. Leads are most willing to give up personal information in exchange for this content.
Learn how to write compelling content for your business that drives sales!
Thought Leadership —
The credibility of your brand is critical to sales success and growth.
Submission of valuable thought leadership content to major industry publications or websites is one way to build your brand as a knowledgeable and trusted expert in your field.
Social marketing is important for staying active in your industry and generating logistics, freight, and transportation sales.
LinkedIn generates 80.33% of B2B leads from social media, so consider using this platform to share inbound content.
.Linkedin is ideal for connecting with potential prospects via industry-relevant groups or with efficient and powerful tools such as LinkedIn Sales Navigator.
Have a look at how our content strategies helped this client generate amazing results using Linkedin
Have a look at the results we generated using content creation on Linkedin.
3) Update Sales Educational Resources
A B2B salesperson spends 440 hours per year on average looking for some relevant content pieces to share with your customers.
Why? According to research, most sales assets available to reps are either difficult to find, outdated, or irrelevant to the customer's needs.
90% of B2B sales reps do not use existing sales materials for these reasons.
Salespeople waste those hours that could have been spent selling logistics.
Provide your sales reps with up-to-date sales enablement resources (such as print collateral, shareable online assets, sales decks, and sell sheets) that are easily accessible, and you'll empower them to close more deals faster.
Use CRM software such as HubSpot or Salesforce etc. this enables reps to collect and organise information, share assets, discuss prospects, and keep the pipeline on track.
CRMS can integrate with real-time customer analytics, internal resource systems, and external market research.
Accenture recommends, "Businesses in the logistics industry benefit from eliminating functional silos to assist logistics providers in adapting to a changing digital sales environment.”
4) Schedule Trade Shows (or Other Events) for Lead Capture
Trade shows have long been important for logistics and freight sales generation.
Attend events hosted by the suppliers, retailers, or other business verticals you prefer to work will be interested in.
Start attending online events scheduled by organisations which are the new normal and a better time saving for the growth of your business.
5) Put in place a Sales Automation Platform
Sales automation augments your CRM's logistics lead database with conveniences that increase the capacity of your sales team, save time, and allow for more personalised contact with prospects.
According to Aberdeen research, sales and marketing automation improves sales performance across a wide range of metrics.
Lead conversion rate increased by 107%
40% more average deal size
20% greater team achievement
17% improved forecast accuracy
Email is one of the pillar channels that will benefit the most from automation.
Efficient automation of lead nurturing campaigns, personalised sales sequences and segmented workflows significantly contribute to email's legendary ROI: Rs. 3500 for every Rs 80 spent!
How we increased the Conversion rate for one of our clients using Sales automation by expanding the outreach to the potential clients on Auto-Mode.
Want to generate similar results for your business using the Sales automation processes?
6) Decide Your Logistics Business Niche
When potential customers can easily find a specific company with more focused expertise in their vertical at a comparable price, it's difficult to compete as a generalist.
Strengthen your market position by establishing a clear differentiator from other logistics companies in your region.
Rather than serving every market segment, focus on one that best suits your company or has historically resulted in greater success.
This could imply specialising in a specific region, type of cargo, industry, or company size.
Focus on becoming the best logistics business in your place and transition your specialised expertise with inbound logistics leads and current clients.
7) Provide More Comprehensive Services Than the Competition
A logistics company that manages the entire process (with no third parties involved) makes the client's life easier.
One of the primary reasons businesses hire a logistics service is to avoid having to set up all these stages themselves.
According to the Houston Chronicle,
“Bundled services or offering complete seller management, including inventory management or a comprehensive, one-piece package, will take a lot of stress off the client's shoulders and positively impact logistics sales.”
As you have reached the end of the article, We want to help your business to grow!
After working with 250+ businesses in b2b Space, we know in and out of what works and what doesn't!
We are giving a free Marketing Audit Session for your business.