If you have a courier business you can measure your sales a variety of ways, but it will always boil down to money and how much of it is coming in and how much of is profit.
So what do you do when you don’t have enough? How do you grow your existing client base?
When you don’t have enough business, that is the time you review your business plan. If we are being honest with yourself, you should review it at least quarterly. You can see where your business is compared to your targeted sales projection. You can then start looking at reasons why your sales have dropped off. In this article we shall touch on a few reasons, but it’s not a comprehensive article, let’s face it it would be the size of a library as there are so many variables.
- Change of staff, staff who move on in key sales roles may cause a sales dip this can sometimes be avoided by forward planning.
- Change of vehicles. If you have upgraded or downgraded your vehicles capacities recently you may find that has a significant impact on sales.
- Change of a website, changing your website or email address if done by an amateur can cost you sales simply by not being found.
- Competition – in two ways the competition can affect your sales. Your failure to differentiate from it and your failure to notice it.
Competitors can actually help grow your courier business, if theyhave different methods of business don’t think by copying them you will get their business – it doesn’t work like that. But there is nothing to stop you subcontracting their work and helping them grow, as you will also grow. Love thy competitor should have been the 11th commandment.
Talk to your customers, find out what their market conditions are like, if they are having a tough time think on what you can do to help.
- Promote them on your website, write a customer profile about what they do and promote them to your website’s readers.
- Think about who you interact with that may be looking for that kind of service and make an introduction.
- Be genuinely interested in their business, they are your customer after all and helping them where you can creates a stronger bond.
Of course the easiest way to grow your courier business is to sell to your existing customer base additional services, the fastest and most economically viable way is through a newsletter – when was the last time you sent one out?
Hopefully this article will have given you some ideas on how to boost the sales in courier business es. Let me know how you get on.