Help For The Courier Driver – How To Attract Clients
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Any courier driver - whether as an employee of a larger organisation or earning a living as a one-man operation - may find that getting a constant stream of clients can be challenging. Enjoying repeat business with regular customers is no accident, however, it is the result of a carefully cultivated professional reputation and one that you must work hard on every single day. Here are three tips that will get you on the right path.

You Are a Walking Advertisement

As a courier driver, especially if you’re a one-man operation, your single strongest means of advertising your services is yourself. Customers (or potential customers) frequently make a snap, split-second judgment of your business based on your demeanour or how you carry yourself. When you work in the delivery industry you need to understand that it is a people-oriented service industry; you'll be interacting with people who have their own bias and issues, and you’re here to be the representative of a solution.

For example, if you can help it, never ever be late for a delivery, and if you’re meeting with a client, don't dress as if you were going to the pub for a drink with friends. You must dress up to project the image that you are a person capable of performing your advertised service efficiently – in other words, like a dependable, reliable professional. The bottom line is that everything you do and the way you look are a projection of your business – so make sure you're sending the right signals.

Manage Customers' Expectations

There’s a scene in the TV series ‘Mad Men’ when somebody comes to Don Draper’s office and his secretary tells the visitor Draper is out to lunch – and that was the end of the conversation. Draper is hopping mad upon learning of it later, saying, "I didn't hire you to tell people where I am or where I’m not. I hired you to manage people’s expectations, including mine." While this is a light-hearted example, what it illustrates is the need to maintain a professional image, while ensuring clients are not disappointed. Applying the same principle to a courier driver, managing expectations of timeliness and business practices is a complex aspect, and one that takes some time to master. But keep in mind one simple thing: never, ever let your customer leave your presence (and vice versa) disappointed. If you’re late for a delivery, for instance, you should have a ready-made counter-offer to defuse the situation, such as a discount, special offer, or small gift.

Always Be Ready to Get the Word Out

As a courier driver, you need to treat every business transaction as an opportunity not only to cement a lasting business relationship with a customer, but also to get them to recommend you to friends and acquaintances. If you successfully follow the two previous tips, this should be a breeze, and the good word about your services will create its own momentum. But you can help it along by always keeping printed materials handy: give everyone you meet a brochure or, at the very least, a business card that bears all the pertinent information about your services.

Norman Dulwich is a correspondent for Courier Exchange, the world's largest neutral trading hub for same day courier driver jobs in the express freight exchange industry. Over 4,000 transport exchange businesses are networked together through their website, trading courier jobs and capacity in a safe 'wholesale' environment.


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