Logistics operators have different challenges to face , one of them is to convey the value of logistics outsourcing to convince the prospect, or as they themselves call it “evangelize”. In a world where everything is commoditized , it is necessary to transmit the value of solutions and not only sell products and services. The logistics sector, especially 3PL and 4PL operators, must focus their commercial efforts on influencing their prospects throughout during their commercial process.
Building trust is key in the business process Unless you are a reputable logistics company, you will need to work on building trust with your future prospects. Since companies run a high risk in entrusting their operations to a supplier with whom they do not know if they have enough credibility to deliver their products. Logistics outsourcing must be sold from a strategic perspective , since in addition to the savings in immediate and direct costs, it allows the improvement of processes in the supply chain and access to new markets.
The Value Of Logistics Solutions
Theinbound methodology helps to standardize the communication of the value of logistics outsourcing at each stage of the purchase process, since the registered nurses email list prospect discovers his need to save on direct costs, considers outsourcing as an option to do so and decides that your company is the ally to do it. 3 ideas to transmit in the commercial process Educate the prospect : Logistics outsourcing is a process of improvement and change.
Prospect education throughout the business process helps them discover the need for outsourcing, learn best practices, and add value to your assessment process . Generating valuable content such as articles, ebooks and guides can help build a relationship of trust and generate authority , since the prospect will consider us as an expert on the subject . Transmit the culture : A 3PL and 4PL company is more of a business partner than a supplier . Spreading the culture makes it possible to show not only operational compatibility, but also the possibility of generating synergy between both organizations.
The Decision Process And Adding Value
Co-create during the commercial process : One of the main errors in the logistics outsourcing operation is that the company’s own personnel hinder the recommendations and do not allow the logistics operator to take control. Integrating an inbound sales process stimulates the co-creation of strategies together with the prospect, allows a better understanding from the beginning, as well as adding value with our experience and advice before closing the contract.