Sales Techniques By Market
Selling to Freight Forwarding Businesses
The territory of freight forwarding businesses is fertile soil for fueling your company's growth. Here's what you'll need to sell to freight forwarding businesses in today's marketplace.
In the current B2B sales environment, even small mistakes affect your company's bottom line and impede your selling success.
Your approach will vary according to your situation and your company's unique business model. But overall, there are several things you will need to consider when crafting a strategy to sell to freight forwarding businesses.
Marketing Mix
Since sales and marketing are connected business activities, your company's marketing mix plays a central role in bottom line sales revenue. The industry's leading sellers employ multichannel marketing strategies and prioritize channels that target decision makers.
Despite the fact that there are multiple way to market to freight forwarding businesses, B2B sellers often achieve higher returns by outsourcing lead generation to a third-party provider. Experian and other vendors maintain accurate and up-to-date lists of freight forwarding businesses. For many businesses, these lists establish a framework for the rest of the sales cycle.
Internet Strategies
With freight forwarding businesses now turning to the Internet for equipment and supplies, it's becoming more important for B2B sellers to develop online sales strategies.
A user-friendly website is the centerpiece of all of your other online sales and marketing activities. However, it may also be worthwhile to integrate email advertising, SEO, social networking and other techniques into your sales and marketing mix.
Customer Profiles
Emerging sellers in the freight forwarding business market are advised to profile key sales targets before they invest in a specific sales strategy. A little industry knowledge can go a long way toward equipping your team with the tools required to reach high value freight forwarding business leads.
In this industry, it is especially important to develop a customer-focused approach. In general, freight forwarding businesses are very skilled at spotting B2B companies that lack an awareness of the issues that are important to them and many will hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.
Share this article
Additional Resources for Entrepreneurs