How do you sell Logistics Logistic Services

How do you sell Logistics? How do you sell and market “Logistics”. – one person’s opinion of what works, and what doesn’t. I was on a few websites the other day looking for baby clothes (our 10 month old is up to 18 month clothes, and surging towards 24 month faster than we can buy new threads), and it made me think of how our industry works as far as the purchase of goods and services. We at Logistic Services USA do not want to be in the transaction game. Period. Buying baby clothes was easy, but it was a one and done. Impersonal, but very easy, and with the swipe of a card, the onesies were en route, and I moved forward with the rest of the day. The cultivation of long term partnerships in Logistics, where we have earned the opportunity to be the incumbent (i.e. 1 st choice) for our customers is not like buying off of EBay. How do we get to be on the short list for customers and grow the relationships? Care about your customer, and treat every transaction as if it is of critical importance , as 9 times out of 10, it is for your shippers. Listen and engage with them, not only about business, but about their personal lives . Not sucking up and catering to their whims, but finding common ground, and really taking an interest to grow the relationship. Always nice to start off a Monday morning dealing with a customer, and asking about how their son’s football game went, as opposed to what the current location of all their loads are. Ask what their problem areas are, and offer to help – it is amazing at how many opportunities you get by just asking this simple question. Be prepared to go the extra mile, and find a solution, but if and when you do, it now creates a level of trust that can be used to springboard for more opportunities. Overcommunicate on everything you do for your customers. If customers don’t want to see or hear what you are doing, they will let you know, but rarely does that occur. It is very easy to delete an email or phone message, but much harder to send out “after the fact” communications that surprise your customers.