People enter the freight business world with the best intentions. They envision great success. At some point even the most driven people get into a rut. It's the rut of complacency, and can quickly lead to diminished confidence in sales.
Let’s review and implement these tips.
Maintain a strong work ethic:
Arrive early, and work late. Put in a full day's worth of work. That includes productive use of e-mail, letters, web research; success is directly related to the amount of productive labor invested. Once repeat business begins to roll in, you may be able to cut back on prospecting and other marketing efforts.
Keep your promises.
If you said you'd reply to the message by 2:00 p.m., if you promised some follow-up information by a certain date, make sure it's on the way. Of course, sometimes you're unable to meet a promise by the expected time. Contact your customer with an update. Let him or her know you're still working on the issue. Customers appreciate being kept informed. Provide what you said you would. All information should be complete and comprehensive. Careless and sloppy salespeople quickly slap out e-mails and letters, hoping the customer won't notice. Conscientious salespeople take the time to produce thorough work: the kind of work they are proud to attach their names to.
Honesty is the best policy.
A business person without integrity is a business person who will soon be out of business.
Offer Top Customer Service:
Phrases such as "Going above and beyond" and "Exceeding expectations" have become clichés. Learn to Live up to what you say. Go above and beyond
Take care of your customers:
The test of a good salesperson is how he or she responds to a problem. Do you handle the complaint gracefully and offer a satisfying solution? You should, because you and your firm are being judged during this difficult time. Be a stellar salesperson, and your client will remain a customer.Use other opportunities to maintain a solid relationship. Send greeting cards throughout the year. Drop off or send a gift on occasion. Tickets to a sporting event or concert are often well received.
Continue with professional development:
Learning is a lifelong process, and continuing education is the foundation of any successful career. Successful people in any field and position will tell you they are constantly nourishing their minds with information. They purchase DVDs, CDs, and books, and attend seminars and workshops on a regular basis. Top performers realize that in order to stay that way they must always be in learning mode. So should you.if you haven't done so already, start a library devoted to professional development. There are thousands of products to choose from - with new books, DVDs and other items being published every day - so you need to narrow your focus. If you're not sure what to buy, ask your mentor or other successful person. Buy a good mix of sales, motivational, and leadership development materials. Spend 15 to 20 minutes each day exposing yourself to that knowledge. It will pay dividends over time.
Regularly analyze your efforts.
To see where you can improve. How many sales calls or other contacts do you make each week, and what is your closing ratio? Are your communication skills still top notch? Invest the time and money (if needed) to sharpen your skills. Doing so will help you stay ahead of the competition.
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