Are you prepared for your top customer to stop shipping with you?

We recently asked some of our top agents how they keep their businesses moving forward when times are tough. The biggest takeaway was simple but powerful; sales prospecting never ends.

THE SWEET SPOT

All too often we find ourselves in a “sweet spot.” You’ve built your business up with several steady customers and the daily loads come in like clockwork. You’ve worked hard, real hard to get what you have. Life is good and monthly cash flow is strong! It’s very easy to slow down or even stop sales prospecting for new business. I mean, come on, you’re too busy talking with the customers you currently have and booking their loads, right?

WHAT’S YOUR BACKUP PLAN?

Do you ever think about what would happen if your very best customer for whatever reason stopped moving freight with you? 

Are you prepared and do you have a backup plan?  

Many Freight Agents found the first several months of the Covid-19 pandemic a cold reminder of why they should always be sales prospecting for new business. Many very successful Freight Agents lost customers almost immediately due to the disruption in the market. Some Freight Agents’ businesses completely failed. 

Beyond the Covid pandemic, shortages of crucial materials or parts around the world happen from time to time. It can and does happen, many times, without or very little warning. 

Whether you’ve fallen victim to this or wish not to, there are things you can do today to be prepared. Remember, no business is immune to disruption.

NEVER STOP SALES PROSPECTING FOR NEW BUSINESS

Sales prospecting can be one of the most challenging parts of your business, so it’s easy to see why it can sometimes fall on the back burner once you’re comfortable. If you’ve found your sweet spot and slowed down, then start today working on generating new business through sales prospecting. You may say, “I don’t have time.” But, even if you dedicate just one hour a day to finding new business, you are going to come out ahead. 

Freight Agents must have the mindset to always be looking for new business. Without a pipeline of leads, you are not adding business from new customers. There are plenty of opportunities out there and many sales prospecting methods to drum up new business. Here are some tried and true methods that work. The Freight Agents I know that do this in their business are some of the most productive Freight Agents in the industry.

PREDICTING AND DUPLICATING YOUR BUSINESS

What if you could predict the outcome of your daily sales prospecting? Let’s use cold calling as an example. If you keep track of your numbers, you will get better. The key to making sales prospecting work well is knowing your numbers. Knowing your numbers creates predictability within your business. 

For example, can you prospect each day 1 pm – 2 pm and predict what is going to happen? Yes, you can if you track your numbers. But the key to a good business is the ability to duplicate an activity and get the same kind of response.

If you look at the diagram below, you’ll see a Freight Agent’s list of prospects that they have been calling on. In this example, you can see that the Freight Agent is calling on three prospective customers. They have made 35 dials and had 10 conversations with these customers. The result of these numbers has landed them one customer. This Freight Agent knows moving forward that it should take them that number of dials and conversations to land a new customer.

Tracking your numbers is very important because it will tell you the levels of your efficiency.  Set a daily or weekly schedule to spend some time sales prospecting and you will start to build momentum. Your confidence in this will grow, and you will improve, and start adding more customers. Try this for the next 30 days and see what happens. I think you’ll be pleasantly surprised by the direction you are headed! 

ASK FOR REFERRALS

Referrals can be one of your easiest and most powerful sales prospecting techniques. Statistics show that 93 percent of consumers trust recommendations from colleagues, friends, and family. 

Spend some time reaching out to your past and current satisfied customers to ask for referrals, however, make sure you have a good relationship with them. It’s best to reach out to the ones you’ve helped just as much as they’re about to help you. 

A great tip for successfully gaining customer referrals is to get the timing down right. Choosing to reach out for a referral shortly after you’ve impactfully helped a customer with their logistics is ideal as they will be more likely to return the favor with any referrals they may have.

ALWAYS FOLLOW UP

Cold emails or calls that go unanswered or returned can quickly turn into a beneficial conversation if you follow up. Not following up is giving up and greatly decreases your chances of getting a reply. Perhaps when you initially reached out, your prospective customer was busy, forgot about your reach out, or simply didn’t need your services at the time. Following up not only reminds your prospective customer of your available services but broadens your awareness with them. 

In a recent study on sales prospecting, it was found that the most successful cadence based on email replies is six touches throughout three weeks. So unless your prospective customer has asked that you do not call or email them, continue reaching out and try to connect with them. 

ENGAGE IN SOCIAL MEDIA

Everyone uses social media and it’s a great way to find and gain new customers. Statistics show that those who tap in social media for their sales are 40 percent more likely to hit their revenue targets than those who don’t use it. 

There are many ways to use social media to your advantage. First off, you can showcase your expertise. Customers are looking for experts in logistics and supply chain solutions. They want to know who they work with can be a trusted resource for them. Showcase your knowledge by sharing and commenting on relevant industry articles, important freight market news, or any of your company’s high-quality content. Doing so can show potential customers that you know your stuff and can be a reliable source of support for their company. 

And make as many connections on your professional social media accounts as possible. The more connections you have, the more chances for new customers. 

Connect with the customers you close deals with or anyone you know in your industry. Connections with your current customers are a great way to find and gain referrals. Having a mutual connection with your prospects will automatically warm up your outreach and better yet, help spark a conversation with them from the start. 

KEEP YOUR BUSINESS SUCCESSFUL

Continued efforts for sales prospecting is a necessary evil for keeping a successful business. It’s the surest way to generate more business opportunities, close more deals, and keep your revenue incoming. 

If you’re bogged down by back-end tasks and need more time in your day to add in sales prospecting, consider joining Trinity’s Authorized Agent network. Trinity Logistics has over 30 years of experience aiding in the success of our freight agent businesses, with many new freight agents seeing a 50 percent increase over a two-year period from joining. 

Join our Authorized Agent network today and gain more time to generate more revenue. We’ll focus on everything else. 

Trinity Logistics, a Top 20 3PL and the freight brokerage division of Burris Logistics, has acquired Scottsdale, Arizona-based Team Eagle Logistics. Team Eagle Logistics will become Trinity’s seventh Regional Service Center, further expanding the company’s footprint to the West Coast, positioning for better service and carrier relationships in the Western 11 States.  

“We are so excited to have Team Eagle as our west coast Regional Service Center. Their commitment to providing excellent shipper and carrier experience, paired with their focus on growing through an empowered culture, makes them a fantastic fit with Team Trinity,” said Sarah Ruffcorn, President, Trinity Logistics.    

Team Eagle Logistics was founded in 2014 by Michael Gentile and Bill Grieder, with the mission to build and maintain lasting, intimate business relationships through industry-leading levels of service and communication. Since inception, Team Eagle has grown to revenues of $53 million annually. By joining the Trinity Logistics family, they will continue to offer relationship-based service and expand freight and technology offerings to their customers and carriers as Trinity’s Scottsdale RSC.   

“From humble beginnings to the rise of Team Eagle, our focus has always been on providing an unparalleled service where Integrity has been our driving force and competitive advantage in the logistics Industry. Our specialized Western 11 States focus coupled with the strength of the Trinity Logistics national presence will yield great benefits for our customers, truckload carriers, and employees. We are thoroughly excited to join the Trinity Logistics Family!,” said Michael Gentile, owner of Team Eagle Logistics. 

“Team Eagle Logistics has spent the last eight years building a dream from scratch. We have provided an opportunity for our employees, carriers, and customers to thrive and grow at a professional and personal level by offering our boutique-style methodology. This has allowed us to create an extensive network of providers in the 11 Western States. As we look to the future with Trinity Logistics, we have discovered many synergies within our people-centric approach and are blessed to become a part of the Trinity Logistics Team,” said Bill Grieder, Team Eagle Logistics.  

Trinity Logistics has been in the freight brokerage business for over 40 years and, as of 2019, is part of the Burris Logistics family. Trinity offers truckload, less-than-truckload, intermodal, expedited, drayage, international, warehousing, and technology solutions to businesses of all sizes. The Team Eagle acquisition brings greater coast-to-coast capability and enhances the Trinity Experience for shipper and carrier customers.   

“We are absolutely thrilled to welcome Team Eagle to our family! This will give Trinity a much-needed presence in the southwest and allow both companies to mesh our strengths to continue providing high-quality People-centric Freight Solutions® for shippers and carriers,” said Donnie Burris, CEO, and President, of Burris Logistics.  

Team Eagle will adopt the Trinity Logistics name and brand. For further details on the acquisition as well as recruiting opportunities for team members, carriers, freight agents, and other partners, visit https://trinitylogistics.com.  
 

About Trinity Logistics 

Trinity Logistics is a Burris Logistics Company, offering people-centric freight solutions ®. Our mission is to deliver creative logistics solutions through a mix of human ingenuity and innovative technology, enriching the lives of those we serve.  

For more than 40 years, Trinity Logistics has been arranging freight for businesses of all sizes, offering truckload, less-than-truckload (LTL), warehousing, intermodal, drayage, expedited, international, and technology solutions. 

Trinity is currently recognized in the Top 20 freight brokerages on Transport Topics’ Top 100 Freight Brokerage List, in the Top 100 3PLs list by Inbound Logistics, and is named a Top Company for Women to Work for in Transportation by Women in Trucking.  

 About Team Eagle Logistics 

Team Eagle Logistics (coined as “The Best In The West”) was founded in June of 2014 by Michael Gentile and Bill Grieder.  Since inception, our mission has been to build and maintain lasting, intimate business relationships through industry-leading levels of service and communication. At Team Eagle, our job has always been to make yours easier.  

Trinity Logistics has a long history of celebrating the successes of our Authorized Agents – through sales awards, trips, and celebratory events. There is one award that encompasses all those rewards into one! The Platinum Agent designation.

The Agent Division of Trinity awards the Platinum Agent title to one of our Authorized Agent offices that have worked hard to excel in their field. Authorized Agents are acknowledged based on a system where they earn points. Points are earned for loyalty, year over year growth, and net revenue, which often is what accumulates the most points. Most Platinum Agents earned an annual net revenue of over $500,000!

Alongside the honor of receiving the award, Platinum Agents receive some extra perks. Each Platinum Agent receives a cash prize, as well as their airfare costs and full accommodations for two at the next Agent conference. They also get three more days of relaxing fun outside of the conference dates to enjoy. Each conference takes place at a different luxurious resort and city! Platinum Agents also receive an exclusive logo to use and show their status in the industry.

At the 2019 Agent Conference, 25 offices received the Platinum Agent designation. This represented a quarter of our total Authorized Agent offices. Some may wonder how this could happen. Well, we have a saying at Trinity…we are not trying to be the biggest, but the best! We provide the support and continuing education needed to grow an Agent’s business to the level that they want to achieve, with no limitations. Many of our new Authorized Agent offices have seen a growth of 25% in their first two years with Trinity. The Platinum Agent program showcases our commitment to an Authorized Agent’s growth even further.

Trinity Logistics is looking forward to awarding and celebrating this coming year’s Platinum Agents.

The COVID-19 pandemic is currently turning the world upside down. With the changes caused by it, the logistics industry has been evolving with it. Many brokerages have been struggling to keep up with the changing freight patterns. However, this week it was announced that Trinity Logistics ranked three spots higher in the Transport Topics Top Brokerage Firms listing, from #18 to #15. Trinity has continued to grow despite any industry disruptions last year and will continue to move forward amidst this pandemic.

Technology

Trinity has invested in technology over the years to maintain the resources needed by customers, carriers, and Team Members. Due to this forward-thinking, all Team Members were prepared to transition to a remote work environment before shelter in place orders were issued by the governments. The entire company was remote within days and without skipping a beat. This focus on technology preparedness ensured that the service level never faltered. Trinity’s goal is to keep our Team Members safe while continuing to serve the needs of our customers and carriers.

It is because of the Technology Team that Trinity has also been able to continue to grow our technology services and offerings during this time. This week, Trinity launched the new Book Now option as one of a handful of brokers given early access to partner with DAT in this new venture! This feature will continue to enhance our ability to handle increased freight needs and strengthen the tools Team Members and Authorized Agents have to grow.

Financial Stability

Trinity Logistics has a long history as a financially stable company. From being able to pay Authorized Agent commissions weekly upon delivery, extending credit to all sized companies, and offering quick payment options for carriers. Trinity’s solid foundation of 40 years in business has prepared our company to continue these practices even in times of crisis. During this time, it has been reassuring for our carrier network that Trinity has been able to keep up their quick payments. Our Authorized Agents are a huge asset. The foundation that we have established allowing Trinity to continue to pay commissions to this team without change has been a great way to serve these small businesses.

Legacy

In 2019, Trinity Logistics celebrated their 40^th Anniversary and in 2020, are celebrating the 30^th Anniversary of the Authorized Agent Division. Now a Burris Logistics company, Trinity Logistics has a long history of thriving in both growing and challenging markets. The continued success and growth of Trinity doesn’t depend on the challenging times, but on the Guiding Values that every Team Member and Authorized Agent live every day: Integrity, Legacy, Determination, Teamwork, Continuous Improvement, Excellence, Leaders, and Fun! These values were instilled in the company 40 years ago by the founders Ed and Deanna Banning, and continue to drive the company forward today.

The one foundation and most valuable asset that continues to drive Trinity Logistics forward are the Team Members. Trinity’s Team Members and Authorized Agents live the Guiding Values every day and put the needs of others first. Developing customized solutions, delivering excellent service, and constantly striving to be their best is what will drive Trinity Logistics through any challenging time.

AUTHOR: Jennifer Hoffman

Trinity Logistics, a Burris Logistics Company, today announced Sarah Ruffcorn has been named President.

Ruffcorn has a 17-year tenure with Trinity Logistics, starting as a Logistics Specialist and most recently Chief Operations Officer, serving in several roles through the years.

In her role as COO, Sarah led Trinity’s Regional Service Center brokerage offices throughout the country, the less-than-truckload division, the Advanced Services division which includes warehousing, expedited, drayage, intermodal, and international services, and Managed Services which includes fully managed transportation solution services.

Ruffcorn most recently played an instrumental role in the transition of Trinity Logistics to a Burris Logistics Company. In April 2019, Trinity was acquired by the fifth-generation, family-owned enterprise, becoming one of four Business Units: Burris Custom Distribution, Burris PRW Plus (Public Refrigerated Warehousing), Trinity Logistics, and Honor Foods (a redistributor of frozen, refrigerated and dry food service products).

Sarah was named as a finalist for Women in Trucking Association’s 2019 “Distinguished Woman in Logistics” award, is co-chair of Transportation Intermediaries Association’s Women in Logistics Committee and is a member of the TIA Technology Committee. In 2015, she was awarded the 2015 Delaware Business Times’ “Best 40 Under 40” award for being one of the region’s “best and brightest young professionals.”