While safety and customer service remain the cornerstone training initiatives of transportation companies, the value of sales training and marketing cannot be overlooked. Signature Worldwide helps employees hone relationship selling, customer service, leadership, and teambuilding skills. For the Dublin, OH-based company's largest transportation industry client, dealerships that participated in the Signature training program showed an annual 7 percent growth differential over non-participating dealers, says John Ely, senior vice president of marketing.
Here are three key points transportation companies should keep in mind, especially in the current business climate.
Know who your customers are. "We often start with database cleansing, meaning we overhaul our client's existing database by verifying, correcting, and gathering additional information," Ely says. "This cleansing effort makes marketing more effective and also can uncover untapped purchasing potential."
Communicate your value to your customers. Signature helps its clients reach their customers with high-quality, tabloid-size custom newsletters that feature industry-relevant information and valuable specials.
Close the sale. Sales and service training should go well beyond merely taking orders. Customer service and sales reps should maximize the sales potential of every inquiry and build customer relationships. Traditional classroom training should be reinforced with on-site visits, practice calls, mini sessions, coaching, and online reporting.
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