Managing your sales pipeline for export

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hello hello so today I want to talk about um a pipeline and specifically a sales pipeline because I think and in Freight forwarding there are so many people that are really not having a very good approach about marketing and and how we um how we do sales I think we are a very relationship driven industry and I love that and and a lot of my customers today come from existing relationship that I've built over the last two decades in the industry but we also have a very good approach on how to do sales and and how to really fill your pipeline and for us there's really three different components that we are bringing in so number one you have to have a proper CRM and feed feed leads into that CRM right and I'm going to do a separate bid on a CRM and why we why a CRM is important but so the the first question is where do you going to get your leads from so for us um one of the great things is is going to a conference get a list from a conference you attend uh you've been to um or to to just look your existing Network through Linkedin there's a way to download your entire LinkedIn connections and I know it takes a lot of time you know I got I don't know about 4,000 people or something like that and and and we go through it at least once a quarter to kind of see hey who's new who is a potential client we want to talk with right and many times you can get the emails you can get the phone numbers and so on and we upload all that into our CRM that's like step number one step number two is we are figuring out very specifically what Market we are we're really good at you know or what Market we are specifically going after you know so for example if we have a a customer that is I don't know exporting uh I mean waste paper we do a lot of waste paper it's maybe not the greatest example but um we do a lot of waste paper like try to find absolutely everybody in that industry right that you really become like a major major um uh part of someone in that particular particular industry right and there's again there's conferences where you can get this there's associations where you can get this from um and many times there's this data mining company out there so so we have a a data mining specialist on my team is named rul and he's been with us now for four years and he's doing a phenomenal job and his job really is is to just find new leads and find good companies that kind of fit our scope we upload them into into our CRM um and that way we can Market to them right we can write them email it's very personalized and saying hey we know that you ship from LA to Shanghai or LA to Vietnam or wherever and saying hey we got some extra space to give you right I think that's such a great door opener right now and the last thing is that we that we're doing uh which is kind of the third stop is we're we're looking not only into specific markets but we're looking at specific routings so if anybody let's say ships from New York to navash sha India we we really want to know everyone who ships on that routing especially if this is one of your biggest routings so if you're afraid for water and you know hey look at what your biggest routing is right and if you know that hey this is your biggest routing uh and and then go into like a datam mind.com or Piva or somethingone like that uh find these people and then bring it to uh a data uh line or data specialist that can pull this data