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Sales Techniques By Market

Selling to Freight Trucking Businesses

Most freight trucking businesses have lean financials and demanding schedules. Here are some of the things that are required to sell to freight trucking businesses in today's marketplace.

Many freight trucking businesses depend on distributors and vendors. As such, many B2B companies build their business plans around sales to freight trucking businesses.

Young businesses need to develop a comprehensive sales plan that is built on industry fundamentals.

How to Find Freight Trucking Business Leads

Leads form the basis for winning sales strategies. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.

The names of freight trucking businesses you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.

But the most dependable source of qualified sales leads is often a third-party lead list provider. For consistently high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward freight trucking businesses.

Industry Developments

Inevitably, freight trucking businesses are constantly evolving to meet the needs of the marketplace. Companies that sell to freight trucking businesses should likewise adapt their approach 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 are essential for staying on top of industry news and developments.

Putting It All Together

Ultimately, there is no single strategy that can guarantee conversions in your efforts to sell to freight trucking businesses. It's often a combination of techniques that converts prospects to customers.

Although it's easy to get caught up in the micro-level details of the selling cycle, sellers in this industry need to maintain a macro perspective that combines techniques with selling strategy.

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