Say No For a Better Yes

Why is it so important that we become better at saying no? Like we mentioned in the last article, we nurture stronger relationships with our clients and earn their trust when we deliver excellence. Trust also means more referrals and repeat business. Service that is rooted in our strengths helps accomplish that. It means feeling focused and in control of our business rather than scattered and frayed at the edges.

And that is just the beginning. Saying “no” means we have room to develop other strengths.

1) Develop a Niche

Isn’t our ultimate goal to become indispensable to our customers?

Almost every company has a service they are great at. One might specialize in FTL, LTL, expedited shipments, and so on. And then there are so many companies that offer an array of services. Irrespective of our offerings, what matters is the quality of service we provide. This is what sticks and will always win in business. By saying ‘no’ to shipments we don’t feel comfortable with we become great at those we do well at. This way we will develop a niche for certain types of shipments and will become irreplaceable for the customer.

Goal accomplished?

2) Build Trust

Don’t we all strive to have better relationships with people close to us in our private life? Why don’t we do the same in business?

At first, when we start saying no, customers will be shocked. Unaccustomed to it, they might think it strange. This is why it is important for us to explain our reasoning. When they understand it is for their own good, they’ll be appreciative. The relationship will certainly strengthen. This is one of the best ways to build trust, by becoming their advisor. They will unconsciously develop a habit to consult with us on transportation matters they are uncertain about.

3) Win More Business

When we have a customer who loves our service and trusts us, even if there is an issue with a shipment, they will give us the benefit of doubt and discuss it with us. If we were just a mediocre carrier, they would see it as a big service failure and could possibly stop using us. They are likely to badmouth our company too! Can any business today risk bad publicity, especially in the age of Google reviews, trucker’s forums, LinkedIn and other social media? A recommendation is the best way and most effective way of winning new business. It takes almost no effort in sales, but a great amount of effort in service. That is why we have to focus on a certain type of shipments and stick to our niche until we perfect it.

When we look at the benefits of saying “no” to shipments we are not confident doing, instead of nodding to everything that comes our way, would you agree that, at the end of the day, this is the more straightforward way toward success in trucking?

Remember, two negatives always make a positive and that should be the foundation of the way we do business.