Working in a highly competitive and complicated freight forwarding industry may seem daunting and chaotic. However, its intricacies allow for a lot of improvements. The first thing you need to do is keep up with the market and differentiate yourself.
The freight forwarding market is rapidly changing; tactics used previously may be outdated, eventually losing its competitive advantage. For instance, many are using CRM systems and email automation to speed up their process of acquiring customers. If you are still relying on writing emails back and forth, potential prospects may lose their patience and interest in your service.
However, understanding the market is not enough for you to increase sales, you have to invest in your differentials such as better customer service, faster response times, and safer cargo handling. These strategies have more potential than simply offering a lower freight rate as competitors are most likely already utilizing this method. If you’re doing it too, then what’s the difference between you and your competitors?
Learn more:4 Important Trends Freight Forwarders Need to Know to Prepare for 2021
Providing better customer experience results in higher retention rates and an increase in word of mouth promotion. It would not be strategic to invest time and money in these lower-value customers, therefore, you have to identify and segment your customers by their values. A simple metric is the time it takes to make a deal. A freight CRM system helps you track how long it takes a salesman to get a deal and also streamline the process of email follow-ups, job handover, and quotation customization. CRM systems can integrate marketing tools to “remind” retain past customers as well as attract potential customers.
There are 3 ways you can start with:
Learn more: Digital Marketing Strategy for Freight Forwarding Company
All of the above-mentioned tools as well as KPI checkups can be integrated on a comprehensive dashboard. No matter what size your freight forwarding company currently is, an automation platform is able to scale accordingly.
You can analyze the data and find out what to improve to boost your sales.
Through the platform, managers will be able to see the whole picture, sales performance, and build a data-driven strategy.
Below are 5 metrics you can use to evaluate your performance.
With the tool’s help, you can start reaching out to high-quality prospects. Online Facebook groups such as “Worldwide Freight Forwarders” and “Freight Forwarding Service” are great references to start at.
Participating actively in a logistics network might be one of the most important ways to enter and grow in markets and meet other freight forwarding companies. There are also opportunities to seek new markets, make new partnerships, participate in logistics network events, and expand your network contacts! Learn everything about these groups – including benefits, tools, and how to choose a group that is suitable for your needs.
If Still Unsure About How To Boost Sales and Revenue