Ways to improve selling skills for Shipping

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Hello everyone. In today's video I'm gonna dig deeper into post visit communication. I'm gonna talk about how can you maintain a relationship with your client without necessarily making the second visit. In my last article I talked about the benefits of using marketing tools to automate your freight forwarding sales department and also pointed the benefits of using follow-up dashboards. If you didn't read my article, don't worry you can read anytime I'm gonna leave the link here so just click and read wherever you want and if you're not part of my list you, can leave also your email and I'm gonna send you weekly content about how can you optimize your freight forward sales department, okay? Now let's get back to today's topic and talk about your communication post sales visit. We all know that in freight forwarding business the sales executive, they have visit goals that they need to fulfill, right?! Usually, these visit goals are very aggressive and a sales executive can stay between three and four days outside the office. The rest of the week the sales executive needs to appoint the agenda for the coming week. So this brings us to the first pain: staying a lot of time outside the office. This means that the sales executive gets a lot of time to return to his agenda, his follow up agenda, and get in touch with the prospect clients. What does that mean? The main purpose of a visit is to get in the client's quotation flow right? Imagine this client had cargoes from all over the world and he wants you to receive the first quotation from him. Then you can finally show your price and service. But as your sales executive has so many other visits to do, they do not get in contact just right away with the client. At least you say thank you for your time or send him more information about your company to finally show to this prospect client why they should consider you in their quotation flow. And as the freight forwarder pushes so much the sales executive to fulfill the visit goals, this sales executive usually prefers to visit clients they already have an old relationship with or the clients that they already know. And then it comes the second problem: The sales visits become too excessive. So the clients stop to receive you and they don't want to receive more visits from freight forwarding companies, because they think it's useless. Of course they want to see benefits, they want to see more information and not just a regular visit. So it's very important to understand how can we improve that. So what can we do? We all know that visiting clients is necessary but we need to create an ideal way to get into this client's quotation flow. Why would this client stop working with the freight forwarders they are used to, to start quoting with your company. Well, that's why it's so necessary to create a communication flow showing everything your company can do: benefits, service and show them that you are reliable company to handle their shipments, and that you deserve a chance. To make prospects remember you, you can set as many email flows you want in your automation platform. You can have email flows different for each kind of commodity, clients or modals. Let me show you one example of one email flow. In this email flow set in the automation platform, just after the visit of your sales executive in that client, the sales executive with just one click in a mobile phone can send a "thank you message", thanking for the time of that client receiving your visit. After two days, in the day three the company, the client, the prospect will receive company details. More information about your company and the benefits of choosing you as a partner. In the day six they can receive a specific information about that modal once you can choose the email flow you want. So if we're talking about the client that are interesting project cargo they're going to receive information of project cargo that your your company did recently. And in the day ten, they're gonna receive company news. If your company is attending conference, if you have any new thing inside your your company, so on this way this prospect can see that you have an alive freight forwarding, that you're moving, that you are investing. Three days after, this prospect client can receive a need support. So do you need and support any specific and very personal email from that sales executive. So on this way once it's all automatic, you don't need your sales executive to be there doing the follow-up, so you can save money, have more profit, once you don't need a second visit you're always going to be present in that client by contacting and sending the right information, and use that information so they choose you as a partner. By having this technologic and new approach for your post visit communications, we can solve the two pains I've told you before, and make your freight forwarder more innovative. It's time to use technology and tools in your favor Did you like this subject? Do you have any opinion or ideas? If yes, leave your comments here below. Do not forget to share this video with all the freight forwarding community, and also to hit the like button. It's being awesome sharing my view and my knowledge with all of you and I hope that together we can innovate the freight forwarding business. Until next time.