Selling to an Industry
Selling to Courier and Delivery Services Businesses
Leading courier and delivery services businesses work with vendors who can help them be more successful. Don't forget that courier and delivery services businesses aren't easy sales marks -- here's what you'll need to convert prospects into customers.
As it turns out, courier and delivery services businesses are subject to normal business demands; they're in the market for high quality products at reasonable prices.
In today's fast-paced B2B economy, intelligence and hard work are two things that never go out of style � especially for companies that sell to courier and delivery services businesses.
Industry Developments
Inevitably, courier and delivery services businesses are constantly evolving to meet the needs of the marketplace. Companies that sell to courier and delivery services businesses must also adapt to meet changing consumer needs. B2B businesses that take an unfocused approach to industry developments are at a substantial disadvantage, especially in this industry.
Subscriptions to trade journals and networking can help your company stay abreast of developments in the industry.
Direct Marketing Strategies
Direct marketing has many advantages for selling to courier and delivery services businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a baseline for relationships with courier and delivery services businesses that can benefit from your products or services.
The tricky part about direct marketing is lead generation. Since finding leads is time-consuming and difficult, we recommend using lead lists supplied by established third-party vendors. Based on our experience, Experian is one of the best in the business with a reputation for supplying consistently reliable lists of courier and delivery services businesses that generate sales revenue and repeat business.
How to Sell to Courier & Delivery Services Businesses
After you have qualified a lead, how do you close the sale?
Like many of us, courier and delivery services business business owners are busy professionals operating on tight schedules. As a rule, be respectful of your customers' time constraints and adjust your pitches to accommodate their schedules.
In some instances, your initial contact at courier and delivery services businesses you call on may not even be the decision maker, so you'll need to quickly identify key staff and be prepared to sell to office managers or others in the organization.
Share this article
Additional Resources for Entrepreneurs