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Most Recommended Lead Generation Tips to Improve Logistics Company’s Sales

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Distribution, transport, freight, hubbing and consolidation, orders and retailing are among the basic prime services of a logistics company. Their workflows are numbers-driven and require proper time management.

In Malaysia, the logistics business comes next to manufacturing in terms of progress but both have contributed to the country’s booming economy. Despite the challenge on prospecting, the logistics industry is thriving in the supply chain market. And for those logistics companies who are able to testify success, lead generation has played an important role in their stories.

Each lead generation company may have its own 5, 10 or many ways of helping a logistics company hit its sales goals but let’s take a look at the three most important ways that summarize how lead generation can improve a logistic company’s sales numbers.

Profiling the Customer

As a logistics company, you very well know who your target customers are but getting to know them better is another thing to work on. Customer profiling will help you identify your prospect’s demographic and psychological characteristics.

What to do:

Have your database profiled by scrubbing off wastes or invalid contacts like DNCs, verifying and updating information like contact names, addresses, emails and phone numbers. Also, compose some probing questions that will help you discover your prospects’ buying behaviors like how long is the evaluation, when and how they purchase and the approving process of decision makers.

Related: How to Get rid of Dead Leads on Your Database?

Monitoring the KPI (key performance indicators)

A logistics company’s strength lies in numbers – managing millions of square feet of space, keeping a daily of track its growth and by delivering millions of units of consumer products from one region to another is one tough goal to achieve. This is the reason why, the lead generation program must also be kept monitored.

What to do:

Monitor all KPIs from all marketing channels

Calling – keep track of the number of leads and have a ready disaster recovery action plan for each challenged met.

Emails – keep data integrity in your database. Have all bounced emails verified and replace invalid ones to ensure a flawless communication between you and the prospects. This way you will be assured that your message is sent to the right person at the right time. Bounce rate should not exceed at 10% of the total number of emails delivered. Also note that bounces are likely impacted by some factors like subject line appeal, length as well as the email content structure and CTAs.

Web – make sure that your offers are well represented on the web. Content marketing can help your logistics services be known and recognized by your target customers if done right: benefits are primarily positioned for the customers to see in a compelling but realistic approach and CTAs (call to action) and hyperlinks are fast and easy to use for querying customers.

Monitoring website’s data through marketing tools like analytics will show you the number of website visitors, how many of them turn into leads or how many of them comes back and read your blog.

Reporting and Collaborating Actions

With  the help of technology innovations like automation and nurture tools, lead generation programs are now able to track customer actions and easily respond real-time.

What to do:

Integrate the automation tools with your CRM for easy tracking of real-time alerts. Collaborate with your lead generation team and discuss both campaign successes and challenges through detailed reporting. Acknowledge both the daily successes achieved by the team as well as the challenges they encounter. Remember, that you’re working with a team of sales and marketing professionals who are subject-matter-experts in the lead generation field but you also have to consider other factors that might impact the campaign such as customer responses and business/industry’s economic status.

The 2016 Agility Emerging Markets Logistics Index showed Malaysia ranked 4th surging economy giants like Saudi Arabia (5), Brazil (6) and Indonesia (7).

Related: The BEST Answers for Frequently Asked Questions in Marketing Automation

Run a multi-channel lead generation program that includes all the three important ways that can help your logistics business improve and hit its target sales numbers: profiling the customer, monitoring the KPI and reporting and collaborating actions.

Your success would definitely become a factor to Malaysia’s worldwide acclaim in the logistics industry.

Maximize Sales Leads Generation In Three Ways

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Selling can be a pain, especially for people not used to this kind of work. Well, even veterans still find this profession a challenge. With the way markets move and trends change, adapting constantly can be a daunting chore. Even so, there are plenty of strategies that you can use to consistently stay at the top of the lead generation business. Generating sufficient sales leads is not that hard at all, as long as you keep in mind the following three tips:

  1. Set you bar too high – yes, this is unrealistic, but if you constantly push yourself to reach impossible goals, especially ones that exceed the average of your appointment setting colleagues, then you will find yourself improving way better.
  2. Keep yourself motivated – basically speaking, have an end in sight. Once you have reached that end, try creating another goal. Maintaining a proper motivation will help you reach your B2B leads goals much better.
  3. Believe in yourself – this can be a real game-changer. How can you make people believe in what you are offering if you do not believe in it yourself? Before you go marketing your product to prospective sales leads, you should market to yourself first.

Another thing you should remember would probably be the content. Regardless of whatever marketing tool you use, be it social media or telemarketing, you need to stay consistent in your message. This would be the first thing your prospects would be looking for. As for the other three, well, now you know them, it would be easier to do it.

Thinking Strategically In Lead Generation

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Handling a small scale business can be a challenge for entrepreneurs like you. It will not be surprising if you juggle between manager, accountant, promoter, travel agent, and auditor all at the same time. It does make you wonder if you still need to add strategist for lead generation. But that is the one thing you should never do without. Companies that lack a strategic approach in management weaken their ability to generate B2B leads. This, in turn, makes it harder for them to find additional sales leads that could keep their business afloat. So, how does one think strategically?

  1. Do not assume that the current thinking is correct – there is such a thing as market evolution. Yes, your appointment setting process may work, but it may not be effective today. You might have to reexamine your current strategy.
  2. Be ready to explore – even if you reach a dead end, you must be ready to explore all avenues in business. If it means adopting a different communication medium (like telemarketing) or tap a different market, you should do so.
  3. Have a little confidence – strategic thinking requires that you look into the unknown. You will not reach anything if your insecurity prevents you from taking the first step.
  4. You are always faced with choices – you always have to make a choice in actions. Strategic thinking is never a straight path. You have to constantly make the right decisions.

All these play a key role in strategic planning for your lead generation campaign.

Secret In Innovative Lead Generation – The Inclusivity

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Too often, people fall victim to the notion that innovations in lead generation must come out of a closed room, from only a small number of people. Well, that would be a warranted mistake if they think of the likes of Steve Jobs, Thomas Edison, Henry Ford, etc. but those people belong to the surprising minority.  If you want to have real innovation in generating B2B leads, you just need to open your doors and let others enter the picture. Believe it or not, the people around you might be the best source of innovative ideas in finding more sales leads.

Remember, true innovation does not come from one man alone, nor does it require the input of only a few managers. Think of how Samsung got into the top in smartphone sales. They did not have that extensive innovation team to come up with revolutionary designs. What they did is analyze customer buying behavior. They studied which phone designs and software fit the tastes of the market. From there, they came up with newer and better designs (in the fastest way possible) to capitalize on those customer tastes. You can do that, too. You can try having a telemarketing survey to figure out what you need to meet your customer needs.

Letting others have a say in what you do is not a bad idea at all. In fact, it can be a liberating experience for you. It can give you fresher idea on how to go about your appointment setting campaign or some new product or service in the future.