When it comes to transportation sales, generating leads is an important part of the business. You need to find leads to reputable companies, with the correct contact information so that you can move products and make your business grow. However, finding information on such a niche market can be a bit overwhelming.

Well if you're worried about where to scare up transportation industry sales leads, don't be. With just a little research you can locate and understand how quality leads are generated. Think of your tutorial as transportation sales leads for beginners.

1. Visit large databases that list transportation companies to locate transportation industry sales leads.

2. Join or attend events hosted by industry associations to obtain transportation sales leads.

3. Visit or join social networking websites for transportation sales leads.

Action Steps
The best contacts and resources to help you get it done

Locate sales leads for the transportation industry by searching databases

Searching large, reputable databases is a great way to generate leads for any business, inclusive of the transportation industry. The key to quality database is one that keeps its information current with respect to the contact information as well as company details. For instance if your company specializes in hauling heavy machinery, leads for oil companies that need to haul unrefined material won't do you much good.

I recommend: Visit the website for America's Lists. They offer a comprehensive database of sales leads in the transportation industry. Also, the website for Goliath also offers "business knowledge on demand." Check out their database for transportation leads as well.

Go to association events to obtain sales leads for transportation

Sales leads for shipping companies or sales lead sources for transportation companies can often be obtained through contacting associations which deal in the industry. The associations welcome potential new business contacts, and you'll have a great resource from which to choose your shipping transportation company. It should be noted that to access some information, you might have to join an association. But if it boosts your business, then it is well worth it.

I recommend: Visit the website for the Truckload Carriers Association. They offer a member directory and host industry events from time to time. Meeting potential clients through a reputable association is a great way to get transportation company sales leads. Another great association is the Transportation Intermediaries Association. They host industry events and provide member contact lists as well.

Locate social networks that specialize in transportation sales leads

When it comes to understanding and generating transportation business leads, look to social networking websites. They aren't all about dating. In fact there are quite a few that strive to bring the many aspects of the trucking, shipping and transportation industry together. Join or browse these websites to get a feel on how to generate the leads by contacting businesses through their posted information.

I recommend: Visit the website for My Trucking Space. It's a very popular social networking website for all aspects of the transportation and shipping industry. Layover.com is another great social networking resource which can produce many sales leads.

Transportation sales that are steady are key elements for small trucking companies. Down time and deadhead miles cost money; and the development of a reliable customer base with interconnecting freight paths is essential to your business success.

Before you can find viable transportation sales leads, it’s wise to assess what you’re looking for. Ask yourself the following questions:

1. What are the limitations of my available equipment?

2. What shipping lanes do I currently service without backhauls in place?

3. Am I willing to arrange LTL shipments rather than deadhead between customers?

4. In which regions would I like to expand or discontinue service?

5. Can I wait a month for payment, or is it necessary to find transportation sales leads offering immediate turnaround pay?

There are a vast number of sales lead sources for transportation companies. The trick is to eliminate sources that don’t pertain to your business. All the reefer freight listings in the country are useless to a flatbedding company. Once you assess your specific business needs, you can focus your research on potential clients your business can use.

Action Steps
The best contacts and resources to help you get it done

Locate potential shipper sales leads for transportation within your shipping lanes

Determine what manufacturers and warehousing facilities reside within a 20 mile radius of existing clients. Investigate their product, shipping equipment used, (flatbed vs. dry van, for example) and whether they ship truckload or LTL freight. Make a list of shipping sales leads your company has the ability to service.

I recommend: Register with Shippernet.com, a service designed to provide shipper and logistics company sales leads. At Shippernet.com, shippers and carriers come together online. Manufacturers' News, Inc. offers several database listings of over 400,000 manufacturers searchable by industry or location.

Utilize load boards for transportation industry sales leads

Load boards provide sales leads transportation companies, shippers and brokers can all use. The boards list available shipments and trucks in one easy to read location. In addition, many allow available truck postings for free. Load boards are often searchable by a number of parameters, such as by company and shipment date; as well as by origin or destination city, ZIP code or radius. Not all load boards are equal; if you provide LTL transportation sales, be certain the load board you choose offers LTL listings.

I recommend: Search through available load postings before subscribing to a load board. Find one that caters to your type of equipment and shipping lanes. Searching is free, but you must become a subscriber in order to access contact information. Getloaded.com and InternetTruckstop offer some of the best transportation industry sales leads online.

Align your business with brokerages offering sales leads for the transportation industry

For a percentage of each load, brokers provide your business with access to thousands of shippers. It's essential that you find reputable brokers in order to limit your company's financial risk.

I recommend: C.H. Robinson Worldwide, Inc. and LandstarBroker are two of the largest brokerage houses in the United States. They offer quick payment and a vast number of sales leads transportation companies can use to keep their wheels turning.

Tips & Tactics

Helpful advice for making the most of this Guide

• •  Always use an outside, third party credit checking service to evaluate transportation sales leads. Credit information provided on load boards is often inaccurate. Remember, shippers and brokers pay for the load board's services the same way carriers do. It's a conflict of interest for the load board to display negative information about its own customers in a public forum.

For busy transportation business owners and managers, the ability to find and solicit leads is a vital aspect of daily business operations. There are various terms associated with transportation sales leads that describe the prospect or the promise of securing a deal. Using these key terms will help transportation companies secure leads and increase profitability while also meeting customer demands for types and prices of transportation vehicles. Learn the appropriate terminology to secure and call on leads.

Action Steps
The best contacts and resources to help you get it done

Lead prospecting case study

Transportation lead generation case studies help business owners learn about the strategies and services of lead generation services. By reviewing case studies, transportation business owners can see the end result of lead generation efforts, including which types of transportation vehicles sold best and possible reasons why. Then they can take that information and apply it to their own sales strategy.

I recommend: Read the information about transportation lead prospecting case studies at Zepol.

Lead generation

Lead generation results in transportation sales by using advertising, direct mailing and interactive websites to generate lead information for transportation business owners and manufacturers to find prospective buyers. Transportation managers and business owners can sign up to access these services to not only receive leads, but to also generate leads for all personnel.

I recommend: Learn about how dealers use lead generation at e-postdirect.

Lead management

Lead management helps transportation business owners and manufacturers manage their sales leads. Users can keep track of leads as well as organize them according to their own criteria and do follow-ups with other transportation businesses. There are also lead management programs that offer email marketing features to help transportation businesses generate and gather more leads.

I recommend: Learn about the transportation lead management solution featured at PR Newswire.

Sales leads exchange

Sales leads exchange is a service where transportation business owners and managers sign up to trade or share leads with each other. Using this service, transportation business owners and manufacturers can search, verify and acquire leads from other transportation business owners and manufacturers all over the Internet and across the United States.

I recommend: Learn about the transportation sales lead exchange services provided by Bizjournals.

Search engine optimization

Search engine optimization helps transportation manufacturers and business owners find sales leads based on specific searches and queries. Searches for automotive, marine, railroad, marine and aviation find transportation sales leads will generate the kinds of leads that meet the needs of specific transportation industries.

I recommend: Use the search engine optimization features at MarketWise Solutions to find transportation sales leads.

Transportation trade shows

Transportation trade shows give business owners and manufacturers the ability to network with others in the transportation industry to find and exchange sales lead information. Transportation trade shows focus on various aspects of the transportation industry such as electronic equipment and security and protection supplies and tools.

I recommend: Review the listings of transportation trade shows at Alibaba.com.