Unlocking Growth Opportunities: Why Taking Sales Leads Seriously is Vital for Freight Forwarders

In the freight market, quality sales leads refer to potential customers or businesses that have a high likelihood of requiring and utilizing the services of a freight forwarder. These leads are typically generated through targeted marketing efforts, referrals, or existing customer networks.

Eraj Fernando, Business Development Manager at HTL LOGISTICS (your Pangea partner in India and Sri Lanka), comments about the topic, “The Indian market is one of the fastest growing and most dynamic in the world, and there are countless business opportunities waiting to be explored. Being a part of this growing industry has given me the chance to tap into a vast pool of potential clients and grow our business. Working on quality sales leads with our international counterparts is essential and offers a wealth of opportunities for growth and diversification”.

A quality sales lead is valued because it represents a potential business opportunity for the company. Freight forwarding is a highly competitive industry, and attracting new customers is crucial for growth and profitability. Quality leads can help companies to identify and target potential customers with high chances of conversion, which can lead to increased sales revenue and market share.

In addition, those leads can also help freight forwarders to expand their customer base and diversify their business. By identifying new customers and markets, freight forwarders can reduce their dependence on a small number of key customers or industries, which can mitigate the risk of downturns or disruptions in those sectors.

“The network partners who take care of sales leads coming from us, as freight forwarders in India and Sri Lanka, not only benefit from increased business opportunities, but also from our expertise, local knowledge, and established relationships. This approach and mutual cooperation on valued leads helps all parties expand business and reach new heights of success. We look forward to continue winning new moves, traffics and customers by sharing efforts on productive sales leads with all our partners at Pangea and Connecta”, continues Eraj Fernando.

Preparing, sharing and succeeding with a freight sales lead involves several key steps, including:

• Identifying potential opportunities: Reviewing existing customer data and market trends can help to identify potential opportunities that can be presented to partners.
• Researching about the partners: Identify agents that have experience in the same markets and industries as your company.
• Establishing contact: Contact potential partners through email, phone, or in person. The 1to1 meetings at Freightcamp are a great and direct channel.
• Providing information: Share relevant information about the opportunity, including customer requirements, shipment details, and any other relevant information.
• Clarifying expectations: Clarify expectations and establish clear lines of communication and responsibilities.
• Developing a plan and assigning roles: Develop a plan that outlines the steps necessary to successfully handle the opportunity and assign the responsibilities to team members to ensure that the opportunity is handled efficiently and effectively.
• Communicating regularly: Maintain regular communication with the partner to ensure that the opportunity is progressing smoothly and any issues are addressed promptly.
• Building trust: Build a strong relationship with the partner by delivering on promises and demonstrating reliability and professionalism.
• Providing exceptional service: Provide exceptional service to the customer to ensure that they are satisfied with the shipment and the partnership.
• Evaluating performance: Evaluate the performance of the partnership and identify areas for improvement to ensure that future opportunities are handled even more effectively.

Overall, quality sales leads are a valued business opportunity for all members because they represent the potential for growth, increased revenue, and diversification of the company’s customer base.