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Lead generation is one of the most important aspects of your business. You can have the perfect sales system, but if you can’t get people in the door, you don’t have a business.The more leads you have in your business, the more opportunities you get to sell and the more money you will make.
Here are 10 places you can generate leads to grow your business.
1. Start with people that you know- your current contacts
Ask friends and family where they work. Not every company requires shipping, but many do. Your current contacts are a great source for leads, and once you get a lead inside an industry you can prospect other companies in the same industry.
2. Keep a notebook in your car/truck
You can write down names of companies you see on the road. Write down the company, any nearby landmarks, and any other information you can use to establish rapport.
I found a company once while driving down the freeway, and noted that they had a Ford dealership next to them. I mentioned this on the phone, and this established a connection: “Hey! You know we’re next to the Ford dealership.”
As you get more customers and build a reputation, they will refer other customers to you. Companies that you’ve picked up from and shipped to are another good source, but wait until after the shipping is complete to contact them so you have success under your belt.
4. Companies in the same industry or companies you work with
If you tell companies you specialize in produce, or lumber, you can establish expertise in the client’s eyes. Check shipping labels on produce or food for information on how they are shipped.
5. Check customers’ credit reference sheets for new leads
Mention that you were referred to them by the customer.
6. Go to Thomasnet.com
Start calling the customers on their list. There are 10’s of thousands of them. If you’re not comfortable with this, pick an industry you are familiar with and start there.
7. Look at where current loads are picked up or dropped off
Call these places. Usually they will tell you they do not have any loads that need to be moved, but if you are persistent, you will find they have loads that need to be moved.
8. Research the destination of your current loads
Companies in these cities will have loads to be moved, and know that they will get a better rate if you are already shipping to their city.
9. USDA produces a valuable resource at MarketNews.usda.gov
Prices and freight information are updated every Wednesday.
10. Go to ProduceMarketGuide.com:
This has regularly updated information on produce.