While many sales professionals believe that cold calling is outdated, research suggests that it still has a significant place in today’s market.
The report mentioned above states that about 51% of company owners say they would rather hear from sales reps by phone than email, drop-in visits, and other forms of media. This indicates an open window for those who still want or need to do some old-fashioned cold calling, and it can be beneficial if you know how to use it effectively.
In this blog, we’ll go over the logistics industry and the opportunities that come with outbound cold calling efforts.
What Is Cold Calling?
The first thing that needs to be said about cold calling is that it’s not an easy lead generation solution for everyone. It takes a lot of hard work, time, and patience. However, there are ways you can set yourself up for success before beginning the process.
Cold calling is a direct attempt to contact a prospect and convert them from a lead into a customer. During the cold calling process, the intention is to pitch your product, service, or company by calling and sending emails. This can be done by using sales tools, technologies, and apps that allow you to create numerous numbers and identities over the web.
What Is Lead Generation?
Lead generation is the process of gathering a key decision maker’s (KDM) contact information so you can send them relevant information about your company, product, or service. During the initial point of contact, you provide the prospect with a general overview about your logistics company. After the first point of contact, you can provide them with more in-depth knowledge about the products or services you provide.
When it comes to logistics, this means that people want to receive information about your warehousing, cargo transportation, or shipping service. Some logistics companies may feel that the market is either too saturated or there’s not enough demand for their product or services. However, if they have a sustainable lead generation funnel, it might help them generate the necessary interest to get started.
Lead generation can be practiced through cold calling, social media, or website forms that allow someone to directly receive more information from your company. This form of marketing is referred to as an inbound form of marketing. If someone fills out a form to receive a quote, they have made it known that they want to do potentially business with you.
Another way of generating leads for your transportation and logistics company is through inbound marketing strategies like blogs, articles, and social media posts that anyone and everyone interested in the services you offer can access.
Benefits of Cold Calling
Cold calling has benefits that distinguishes itself from other lead generation methods. Cold calling is an essential component of your sales and marketing strategy because it’s:
Proactive
Cold-calling is an effective way to generate leads because it works on a fear of loss principle. Because you and your company are offering something that the person you’re calling may not be able to find elsewhere, they are more than likely going to listen to what you have to say.
Scalable
Cold calling is one of the most flexible lead generation strategies available. You can do it whenever, wherever, and however you want, as long as you have a list of potential leads. What’s even better is that you can outsource a lot of the work, so you can focus on your business while an outsourced company helps you find new customers.
Quick
All lead generation methods require work and patience, but cold calling is one of the fastest ways out there to generate interest from potential customers. If done correctly, you can connect with KDMs that handle the prospective business’s logistics. If you don’t connect with them right away, at least you can identify the best point of contact and gather their contact information from gatekeepers.
Budget-Friendly
Outsourcing your cold calling is more affordable than hiring an internal sales team. When you outsource your cold calling, you have access to sales experts in the logistics industry and access to a variety of sales tools and technologies.
Cold Calling In Logistics
Logistics businesses can greatly benefit from cold calling efforts. Since there are always new logistics companies coming into the market, many well-established logistics companies find it difficult to stand out among their competitors.
For example, freight brokers are an incredibly common industry on the west coast. By taking advantage of cold calling efforts, your sales team can continuously reach out to businesses that are in need of cargo transportation, storage, and warehousing.
With an efficient lead generation campaign, a logistics company could call its leads that have already expressed interest in these services or potential contact customers based on their location. In addition to gathering new leads, a broker can use cold calling to build relationships with clients and keep them informed about any new developments within the industry.
Logistic businesses and those they work with are usually people who already spend a lot of time on the phone. Just think about the number of calls you’ve made to logistics companies, trucking companies, and shippers. Many of these people are used to receiving cold calls from businesses trying to sell them something, so there’s no harm in shooting your shot.
Whether you’re a broker or carrier, your business must stand out among others in your industry. You can do this by using a lead generation company specializing in cold calling to reach out to potential customers.
What Is a 3PL Marketing Strategy?
A 3rd Party Logistics (3PL) marketing strategy is a customized business program based on lead generation, brand building, and online presence. Let’s dig more into it:
Lead Generation
The number one goal of any logistics company is to generate leads. Online marketing campaigns are no longer enough in this day and age, which means that your logistics company must establish strong relationships with clients through phone calls, emails, and other communication methods.
Brand Building
A business that wants to stand out will utilize both online marketing campaigns as well as 3PL marketing strategies. When calling on prospects and exposing your brand online, make sure you represent your brand voice well and share marketing collateral that is relevant to the wants and needs of your market. Be creative with your brand building efforts and make your content memorable for viewers.
Online Presence
An online marketing campaign is crucial for any logistics company, but it’s not enough if you want to truly succeed. It’s important that potential customers can find your business on all major search engines, which means you need to use effective SEO strategies to boost your company’s online presence.
Shipping Leads
Freight forwarders receive leads when clients request information about services. These types of leads are usually low-quality, so they must be handled properly to make sure that sales teams generate interest in the business.
One thing that many logistics companies fail to do is follow up with their leads as promptly as possible after receiving them. In order to be able to generate sales, you have to use every lead that comes in and be able to develop a connection with the customer.
B2B businesses across the United States rely on cold calling to find new clients and generate sales. With a lead generation company, logistics businesses can get in touch with their target market and build the necessary relationships to ensure future success.
Key Takeaways
While cold calling may seem simple enough, it’s no easy beast. Instead of taking resources and attention away from your logistics business, why not let a team of experts facilitate your lead generation activities?
Our company strategy at Abstrakt Marketing Group allows your firm to keep operating while we schedule sales appointments for you. With more than ten years of lead generating and appointment setting expertise, we have the tools, knowledge, and expertise to provide your company with high-quality leads.
We’ll take care of everything from finding and screening clients to set up your sales team appointments. Contact our reps today to learn how we’ve found high-quality leads for logistics companies like yours!
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