We recently came across compelling data revealing a significant trend: a substantial portion of Gen Z avoids phone calls, opting for messaging apps like WhatsApp, Snapchat, etc. This shift is echoed by findings that only 15% of young people (16-24 years old) prefer phone calls, with a majority favoring instant messaging, which has seen a steep rise in preference over the last few years (GulfNews).

So, what does this mean for logistics businesses? Is it the end of traditional sales methods, or is a new opportunity awaiting? Please read below to find out our insights.

The Myth of ‘Logistics is Bought, Not Sold’

There is a widespread myth amongst some digital marketing and sales consultants that you need to create content, and shippers will contact a company if they see it worth their efforts. Nevertheless, we also provide marketing and public relations services. We need to bust this myth immediately: marketing strategies can help, of course, but active sales strategies are crucial. Without engaging directly in sales activities, logistics businesses cannot expect growth. The other myth in this category is that load boards are the best place to get customers. We agree that load boards can help, but traditional sales approaches are still better for generating the best-paying, long-term, premium-margin customers.

Is cold-calling dead, and is it not worth pursuing this option?

Our belliew it‘s quite the opossite. Sales reps who use phones during their outbound activities tend to be more effective—this is 100% true. However, with the right combination of email and LinkedIn activities, sales reps can achieve somewhat similar results.

The key here is the right combination. If reps send generic emails to a cold list, the response rates will be nearly zero. Generic LinkedIn outreach alone typically sees response rates between 1-3%. However, this approach can become much more effective if done correctly in combination with email. Adding phone calls to this formula can increase meeting counts by up to 8 times. This leads to more customers faster than only cold calling or using other channels separately!

Want to discover the right way to boost your prospecting activities?

Join us on May 21st at 5:30 PM EEST for an insightful 1.5-hour session where we’ll dive into practical strategies to enhance your prospecting efforts significantly. This webinar will arm you with the latest tools to secure more qualified meetings and drive superior outcomes. Even in a downsized economy, these tactics have proven effective. Moreover, now is the perfect time to seek out new opportunities. If you want to find out the answer why, all you need to do is join us.

📌 What We’ll Cover:

·        Pinpointing and correcting top prospecting errors

·        Step-by-step guidance to streamline your prospecting activities for faster results

·        Insights from the latest studies on the best approaches to engage shippers

·        Crafting compelling elevator pitches 🗣️

·        Mastering an easy-to-use objection handling model 🛡️

·        Discovering strategies that will set you apart from the competition 💼

Can’t make it? No worries! All registrants will receive a recording of the event to ensure they get all the information.

👉 Register Now!

💸 The session is priced at only 10 EUROS to encourage maximum participation. We believe everyone should have access to these insights. Plus, we’re offering a 10-day money-back guarantee if you’re not satisfied—email us at info@scsbureau.com for a full refund.

We promise this will be the best investment of your time and a mere 10 EUROS ever! 😊👍

Discover effective strategies to distinguish your sales efforts from the competition. Ensure your approach aligns with the preferences of older and younger, digital-first audiences.

🗓️ Mark your calendars and join us—you won’t want to miss this! See you there, Thomas Ananjevas

Got questions? Feel free to DM me on LinkedIn or shoot me an email at tomas@scsbureau.com. 📩

About the Author:

Thomas Ananjevas is a seasoned supply chain professional with 15 years of experience in purchasing and selling logistics services and building supply chains from the ground up. He founded a consulting, training, and marketing services company dedicated to the logistics industry. Thomas specializes in helping logistics companies implement necessary changes to ensure business growth and continuity. You can go ahead and schedule a conversation with Thomas by clicking here.

Ready to talk?