"How To Get More Business In The Next Month Than You Now Get All Year... And Keep It"

Marketing Strategy #12 

What Is The Single Most Important Asset In Your Trucking Business?

Are you feeling negative effects in your trucking business due to todays economy?

If you are like most of us... you are.

You can help stop the negative effects of this economy on your trucking business by using this survival tip today.

Even in this economy, it is still possible to acquire new business leads and loads to keep you rolling & profitable.

In addition to watching costs & cutting fat where possible, the trucking companies that are profitable right now are those that are doing what most others are not.

These companies realize what truly is the most important asset in their business.

Think about it. You can have all the experience, good equipment and good people in your office. But if you don't have good clients, you will go broke.

Your biggest asset is your client base. Your customer or "client" list.

To Be Successful, You Need A Client List

What is this exactly?

This is a well kept list of people you do business with and/or would like to. It is usually in the form of a data base program kept in your office computer.

You can do it by hand on paper... a computer is much easier.

The basic information you want to capture on each person or company is:

• Their name & company
• Address
• Phone number including cell number
• Email address
• Notes explaining your interactions with the person

You can also include information like their birthday, their kids birthdays, or anything you'd like that can help you build a relationship with them.

You also want the program to be able to print mailing labels from your list.

Why Do I Need This?

Your client list is the foundation of your marketing program.

This marketing technique has been proven time & time again in any business to help put you ahead of your competition, increase client satisfaction, keep your clients, and build solid relationships with them.

"The name of the game today in business is to build your client list... get people (potential clients) in. Then keep in touch with them and give them reasons to do business with you rather than your competition."

It Is Not Difficult

It really is simple and proven much more profitable than just spending all your energy (and money!) on getting your name out.

What exactly are we talking about?

Most trucking companies spend money to get their name out.

They put ads in directories, magazines & publications. They run ads on the radio or buy ads on websites. They buy business cards & make up flyers to hand out. They buy a nice truck & put their phone number on the side. They go out and visit places personally (sales calls) they want to do work for. Their main focus is to get their name in front of people.

Then, they wait for the phone to ring.

The techniques above are also good to do... but another main reason you should do them is to collect qualified leads. To get their name... 

Focus also on gathering their info.

Be sure to collect the names of potential and new clients (and their info). Then, place them into your client list (data base).

Once you have them in your list, you can build simple, automated marketing & relationship systems to turn them into loyal, solid clients that want to give you money for your services.

This may sound difficult but it really is simple.

Here Are Some Quick Statistics:

• Market studies show people are 80% more likely to buy from you if you build a relationship by maintaining contact with them than someone who is not. By setting up a client list you can "automate" building these relationships.
   
• Studies also show you lose 10-15% of your customer base every 30 days by not keeping in touch with them. By setting up a client list you can "automate" keeping in touch with them.
   

Once you set up your client list/data base, you can then set up an inexpensive, automated "sales force" working for you 24/7 to keep and get you new clients!

How Do I Do This?

To start, you need to lay the foundation.

First, pick up a data base program... they are cheap. Find one that has address label capabilities (and email) as well as being able to keep notes on each client. 

If you are not computer saavy, find someone who can do this for you. The money you spend to do this will come back to you ten fold.  

Then, whenever you come into contact with (or know of) someone that could use your service, get their info and put it in your client base. 

Start putting names into it of potential customers. Be sure to also put the names of your existing clients.

Then, get an email, post card, newsletter, sales letter or something out to them weekly or at least every month. Use direct response techniques in your copy and mailings. Have fun... build relationships!

We cover how to write good letters & material throughout the techniques you recieve here with your membership. You can also get great tips and ideas by simply typing in "direct response copy writing" online.

Set up a system where you contact your customer list at least once a month.

Those that work this technique leave their competition in the dust. Gone are the days of more freight than trucks... (at least for now).

Do you want to be successful? Set up a data base program and build your customer list. Then, keep in touch with them even if it's just a freindly note letting them know you are still out there. 

Here's one strategy on how to find good contacts to put in your customer list:

You would be able use this tool anytime you would like to add potential customers to your business list. Here you go...

Many of our existing trucking members find new contacts and build their client list by using our load search to start new business relationships.

They get new direct shippers & manufacturers (load sources) that will call them on available loads before they even post them.

ExpediteLoads.com receives new shippers posting direct loads every week (general and expedite). Many only post once in awhile... you know why?

Because they have already called their existing carrier base & cannot find one to take the load. This means they need to add to their carrier base.

That company could be you...

Here's one way to get them:

When you search our loads, you can view the company type that is posting the loads or even just do a search by company type.  

Example: To see loads that are posted by "shippers" only, simply click "Find Loads", then "Search for Specific Loads", then just select the company type ("Shippers").

Leave all other fields blank. Then click search. This will bring up all direct shipper loads available at that time (they change all day long).

Add these companies to your data base and give them a reason to call you instead of your competition.

Contact them at least once a month with a card, letter, email... and give them reasons to call you. Talk to them like you are setting across the table from them. 

You can do the same for any company type (manufacturers, brokers, logistics, etc.) you'd like.

Our data base of shippers grows every week. There are new posters all the time.

Take the Time

Set up your client base and begin adding new contacts. Keep in touch with them. This is a system that once you set up becomes a 24 hour salesman for you. While you are working, you will have automated sales coming in.

This helps keep your business running on a consistent level instead of having "busy ups" and then "slow downs".

A successful business is all about setting up systems and then running the systems (or having your people do).

Building your client list is an assett and utilizing it is a system your business cannot afford to be without in today's market.

Build it, maintain it. Have fun with it and your clients. It will pay you back HUGE!

To your success,

ExpediteLoads.com Support

 

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