Third-party logistics (3PL) companies are experts in everything related to logistics. Right? However, when it comes to putting a sales plan into action to find ideal clients and expand the 3PL customer base, some 3PL companies are having difficulties. This might be due to the limited time, a lack of marketing expertise, or a right budget. If you are one of those who are facing challenges in generating leads for your transportation business, in this article, I would help you in finding the clients by suggesting some useful tips.
These challenges can prevent your 3PL company from reaching its full potential which can also lead to slow response, missed opportunities, and ultimately lost business to competitors with bigger sales teams.
The result? Lost sales and stagnant pipeline.
Learn 3PL lead generation strategies to connect with the right clients and scale efficiently.
Segment your client personas within your target market
Imagine sending the same marketing message it everyone – do you think it would be effective? The same principle applies to attracting 3PL clients. So, why are buyer personas important? Decision-makers have unique priorities, size of companies, and different industries & needs are some factors that you look after for defining your client’s personas.
You can translate this into action by personalizing your outreach, speaking their language, highlighting relevant solutions, and crafting targeted content.
Generate a list and reach out to your prospective 3PL leads
Once you’ve defined your client’s personas, it’s time to build a targeted list of prospects and initiate contact. Get updates and subscriptions to online publications, journals, and newsletters. A lot of them provide buyer guides or directories with a list of businesses in your chosen industries.
A targeted prospect list is critical for effective third-party lead generation. So, make sure that once you’ve gathered information from various sources, consolidate it into a targeted prospect list. Don’t wait for leads to come to you – go after them by personalizing emails and targeting phone calls.
You can buy direct dials and email addresses of quality leads from a reliable B2B contact platform like Sales Fuel. You can download their Free Chrome Extension to access the data.
Optimize your website to attract 3PL leads
As almost everything is going digital these days, your website serves as your 24/7 sales representative. Because of this, having an easy-to-navigate website that provides concise details about your offerings and value is essential.
So, make sure to optimize it to rank higher in searches related to how to find 3PL customers and ensure visitors find valuable information.
Connect and engage through social media
In B2B marketing, social media platforms such as LinkedIn serve as an effective marketing platform for third-party lead generation and brand exposure. You can view LinkedIn profiles of companies and their employees to connect with the right prospects. You can also actively look for 3PL providers by regularly posting industry news, feedback from clients, and thought-provoking articles.
The Bottom Line
While it might require some initial effort, learning how to find 3PL clients within your business can yield significant returns in terms of business growth. You can position your 3PL company to outperform the industry average by incorporating relevant technologies, establishing a formalized sales process, targeting the most effective marketing channels, and clearly defining your ideal customer profile. In addition, create a budget for buying B2B contact data directly from platforms like Sales Fuel to generate quality leads.
