Currently Browsing: Sales technique for couriers
How to go selling for customers who use couriers
Posted by Tim Gilbert in Courier prices, Sales technique for couriers on Feb 15th, 2011 | 0 comments
When looking for business in your area, start with mailshots. You can use a combination of postcards, letters and emails.
Postcards are effective, because they can attract more attention, but can be more time consuming. They can be addressed by hand, unless you can get hold of good address labels. Don’t be distracted by the need to get all set up with a database and a pc and labels; better to get stuck in by writing out a few hundred addresses by hand. If you are already equipped with the right stuff on your pc, all well and good.
Your postcard can say something simple like this:
are a same day...
Courier sales letters
Posted by Tim Gilbert in Sales letters for couriers, Sales technique for couriers on Feb 15th, 2011 | 0 comments
Letters can be vary according to the sort of customer you are aiming at, but here’s an example. As you will see, it is a letter to send as a follow-up to a phone conversation. Perhaps after you have sent a mailshot, and followed it up with a phone call.
You have to push yourself do all of this, including the phone calls, as just sending out letters, or any kind of mailshot, is pointless. It makes you feel like you’re doing some sales, but without sales phone calls, sending mailshots never, ever, produces any results.
Technology Unlimited Limited
Technology House
Technology...
Following up with a sales phone call
Posted by Tim Gilbert in Sales technique for couriers on Feb 14th, 2011 | 0 comments
People never respond to the mailshot letter itself, but they may remember getting the letter or postcard when you call soon afterwards.
People who say “I’ve sent out loads of letters and heard nothing” just need to get on the phone and do the proper follow-up.
If you simply can’t bring yourself to make the calls, try asking someone else to do it for you. Offer a small amount of money for each appointment made. Some people just have the knack.
It is often possible to find out contact names by phone, to send the letters to. If you call a company and ask politely for the person in charge of...
Using a website instead of a brochure
Posted by Tim Gilbert in Sales technique for couriers on Feb 14th, 2010 | 0 comments
Having the information ready to email immediately to the person you are speaking to is effective, and the preferred means of receiving sales material for many people now. Ensure that it leaves your pc virus-free. Refer also to your website.
Website brochure:
Get yourself a website for use as an on-line brochure for your courier business. Sometimes people like to look at your website while speaking to you on the phone. It helps them decide whether to invite you for an appointment.
Your website should be clean and uncluttered, with a brief summary about what makes you special, a list of the kind of...
Making an appointment to meet the buyer
Posted by Tim Gilbert in Sales technique for couriers on Feb 14th, 2010 | 0 comments
For many companies, especially smaller ones, filling in your application form and trying your service may be enough to get them hooked and trying you out.
Once your new customer has sent you a completed account application form, you are in a position to start working for them on account.
If you’d rather they paid by credit card you can set this up easily on your website using Paypal or Google Checkout or similar, but you’ll have to agree it in advance. It’s well worth it, though, as being owed money by your customers is one of the biggest risks in courier work. It’s easy to set up a...
