8 Proven Ways to Generate Quality Leads in Logistics

1. Website & Contact Forms

First, you need a quality website so that people can find your business when they’re searching for logistics services. A website provides a springboard for the following 7 strategies. Your website should clearly explain your services, your company, and your unique value proposition. What do you have to offer that sets you apart?

Once you have a website, make sure to include your contact information. Don’t make people hunt for your company’s phone number or operating hours. In several prominent places on your website, include all pertinent contact information (phone number, address, operating hours, and email address). If you take any small step within your power to remove barriers to communication up front, you will be much more likely to generate quality logistics leads.

Don’t just offer avenues for people to browse your website: get them to engage. If you include a contact form for people to seek out a consultation or more information, then you can gather their information and reach out. You could also include a calendar or booking widget for website viewers to schedule a meeting with you. You can also link to blogs, newsletters, and other original content we’ll discuss in the remainder of the article.

2. Blogging

Blogging is a great way to answer your customers’ questions. Make a list of the most common questions customers ask and the tips you wish you could give every customer. What are strategies that you believe can most benefit your customer? Write about those. If you’re unsure where to begin, start typing logistics topics into Google and see what questions are listed under the “People also ask” section. You could plan a month’s worth of content solely using that tool.

Make sure your readers can subscribe to your blog to receive all the latest posts. This is a simple way to generate quality logistics leads, make it into their inboxes, and cultivate familiarity with your brand. If they see your blogs and emails as useful, they will likely seek out your services.

3. SEO

Search engine optimization (SEO) ensures people find your online content. You can output quality content, but it’s not benefiting you if no one ever reads or watches it. SEO is all about ranking in the organic search results, meaning showing up when people search a word or phrase on Google. Did you know that 50% of Google users click on their result within 9 seconds of searching while only 0.44% of searchers go to the second page of search results? This means that ranking as one of the top results on Google is key to getting eyes (and leads) to click on your content.

There are a variety of ways to improve your site’s SEO, but one way is to strategically use keywords. Research relevant keywords to the logistics field, analyze web traffic related to those keywords, and on a website page or blog post, implement approximately 1-2 keywords for every 100 words of copy.

4. Newsletters

A weekly or monthly newsletter is another way to generate quality logistics leads, promote your brand image, and keep your name in front of potential customers. Because business clients usually take longer to make a purchase than a consumer, a newsletter can be part of a strategic drip campaign over weeks or months to build trust. While B2C newsletters target people’s emotions, a B2B newsletter aims to educate recipients to turn them into customers. Build your credibility by providing facts, data, useful information, and real-life stories of how your services are impacting clients.

5. E-Books

You can include a free logistics e-book on your website or newsletter to generate quality leads. Users must enter their name and email address to access the e-book file, thus, generating a list of leads to contact. The key is to choose a topic your target audience cares about. Providing relevant and accurate information that your customer truly finds valuable will help position you as a subject matter expert in the logistics field.

6. Webinars

Webinars are a great way to generate quality leads with answers to their most frequently asked logistics questions. Live webinars open the opportunity for fostering interaction and engagement. You can leave time at the end of your session for participants to ask questions. Recorded webinars on evergreen topics enable you to get the biggest ROI. You can post a recent (or relevant throwback) webinar on your website or social media, you can include it in your newsletter, or you can repackage the content in the form of an e-book or blog series.

7. Videos

Videos are a great way to increase engagement. Plenty of people may never read a blog post but will watch a video. The most common types of B2B videos are promotional videos, brand storytelling videos, and product demos. A promotional video can boost the launch of a new product, while a brand storytelling video gives potential customers a real-life example of how your services have been transformative for another business. This helps communicate your unique value proposition. A product demo or tutorial that breaks down how to use special software features will make a bigger impact than a written explanation. Videos may feel intimidating or cost-prohibitive, but they are worth the investment.

8. Social Media

While its effectiveness can be less for B2B, social media is another way to easily promote your original content and show audiences that your company is up to date. As a matter of routine, when you post a new blog, plan to pair it with a social media post.

Social media is also an opportunity to promote your brand image and drive traffic to your website. If you’re feeling overwhelmed, don’t feel like you must be present on every available social media platform. You can identify the top social networks where your audience lives and prioritize those. Look at what your competitors are doing and take cues from what is and isn’t working. Finally, remember that your social media accounts are one more place people can reach you. Make sure to assign someone to respond to comments and direct

Summary

Generating quality logistics leads is all about cultivating content that draws people in. Start with a professional website and then branch out into blogging, incorporating SEO strategies, and writing newsletters and e-books. Webinars, videos, and social media are three other strategies that incorporate different forms of media to drive engagement and connect you with qualified leads.

Generating leads is not enough to convert more customers. You must also manage them well and track them through the sales pipeline. A CRM made specifically for logistics is one of the tools that can help you convert more leads and secure more shipments. Request a demo here.

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