As we move steadily towards the end of the year, it is important to continue to work hard to gain new customers and keep existing customers satisfied. Below are some of our top tips to make the end of the year just as strong and successful as the beginning.
1.Call every existing customer you have.
Remind them why they already rely on you. Let them know that you and your staff will continue to provide excellent service through the remainder of the year, and beyond. Also ask them if there are any new projects or additional shipments coming in the next few months that you should prepare your staff for.
2.Call every “hot prospect” you have.
You never know when a prospective shipper may have encountered a problem with their current 3PL or carrier. You may luck into calling them on a day when they are receptive to hearing how your agency can provide better service than what they are currently receiving.
3.Train your team.
Ensure that your team has the knowledge and tools they need to finish the year strong. If they need additional sales or operations training, make sure they get it.
4.Set an “end-of-year” goal.
People find a way to achieve great things when they have a well-defined goal. Review your prior year’s results and compare them to current year-to-date run count and revenue results. Then, set an aggressive, but attainable, goal for you and your staff.
5.Make 10 customer calls per week for the remainder of the year.
By simply making 10 new prospect calls per week, you’ll contact almost 200 new prospective customers by year’s end.
Selling is the key to our success; as individual agents, and as a company. Our sales success has a direct impact on our ability to grow, to become more profitable, and to take market share – today and in the future.
“It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” – Patricia Fripp