How to logistics companies to find the target customers?

Services "product" or touched, can not see failure in advance, depends, gossip corporate brand reputation, industry, another key is that sales people their overall skills. Looking ahead, domestic sales staff to do the logistics, individual combat, far more than teamwork; I know can make big gains sales of the elite, have a "maverick" in the shadow.

Subject to this problem, focusing on the "Find target customers," What, then, be clear corporate target customers are! Some business owners on the "target customer" no concept, if you are selling Boss, the first task is to sort out the fact enterprises, the establishment of the target market and potential customers communities targeted.

Strategically, established sales goals, will have to, have to, do certain things. Is looking for further process, the whole process outstanding skill and persistence, a skill, which means more effective, sustained, then the others can reach unattainable position.

Many find a way, there is no fixed large ones, but to grasp the two key - "people", "Information." Ah Du listed very comprehensive, some of my vice-way:
An extended stay in the industrial park, the first to observe the plant out of the vehicle (regular logistics company delivery vehicles, mostly with LOGO), remember the model, frequency, and out of the cycle, which determine which companies in this factory shipments and frequency scale; second, with the plant's security chat (preferably carry a few packs of cigarettes), a rusty back, two back conversational, gradually able to talk a lot of inside information; third, if you magical enough, you can go to the industrial park tube Authority to obtain information but also enhance one order of magnitude.

Every time I go the office visiting clients (be sure to dress, generous), early to go for a while, first scan it again this building business directory.
Bonded ...... empathy.
You got to know each network with a client, he will tell you a thing in their industry, a very large amount of information. It can even help you referrals to other companies.
If your enterprise size, brand are relatively loud, eat a large prospective client, upstream from his surrounding and downstream looking for customers, if done well, you'll do "supply chain synergy" this level. A big fish can lead to dozens or even hundreds of small fish. In 2010, we have successfully adopted from a major customer (the main chain) to get more than 300 suppliers of logistics contracts, similar to this.

Some foreign logistics enterprises (especially freight) Global total number of customers who inbound and outbound business, domestic business will be transferred to the territory of logical branches. I know some in the global logistics company sales TOP10 friends, most of the time they used to maintain Global customers domestic business, strange call to further develop customer little more is the maintenance function.

Alternatively, global enterprises, most of them will have a "Short List", the so-called "short list", the Asia-Pacific region or in their country, but to cooperate with logistics providers within the short list. If your business is not in the list short, only through your HQ headquarters contact with each other, if feasible. The next best thing, to look into their designated logistics providers, trying to reach, used for business can do - tell the truth, there is also hypertrophy secondary business profit margins.


EDM and strange call, the lowest of all sales efficiency, particularly in the services sector, the same, is the lowest threshold for sales. Hard work pays off, sensitive, hard-working, good at summarizing, the first step to success.

Finally, in all earnestness to remind you that the sales for you, it is a process, for enterprises, it is the result. I suggest you cast aside all theory, just one thing: how do I prepare preliminary research, how can come into contact with customers, how to persuade him to impress him ...... wait for you veteran of time, and then stop and reflect induction .