How selling works hereRelationship selling: prospect active importers and exporters, win a trial shipment, then grow share of lanes.
- Sales cycle
- Weeks to months
- Deal size
- Mid to high, recurring
- Who buys
- Importers, exporters, supply chain managers
Cold callingLinkedInTrade directoriesReferrals
I see you import [product] from [country]. We move that lane weekly. Can I quote your next shipment for comparison?
- Which lanes and volumes do you ship each month?
- What goes wrong most often today: delays, rates or communication?
- How do you choose forwarders for a new shipment?
“We already have a forwarder”Ask for one trial shipment on a lane where they have issues.
“Your rate is higher”Compare total landed cost, reliability and demurrage risk.
“Not now, rates are fixed”Ask when contracts renew and stay in touch with market updates.
- Quotes sent vs won
- Trial-to-regular shipper rate
- Revenue per lane
Logistics & freight: sales tipsBeginner videos on YouTube (opens in a new tab)
