I often hear sales reps share stories about customers they believe are “cheap,” saying things like, “That customer emails 50 different providers and just picks the lowest price.” My response is always the same: Have a conversation with your customer or prospect to understand their challenges. I can almost guarantee their problems are linked to their business practices. Once sales reps take the time to engage, many customers will change their purchasing behavior. They simply weren’t aware that their habits were problematic. Therefore, a smooth transaction begins with understanding these challenges.
So, why is choosing the cheapest shipping provider or service a bad idea? First, the biggest asset you have as a shipper isn’t just finding low costs. Instead, it’s developing long-term, recurring business and managing your overall spend effectively. When you treat freight as a one-off transaction, you’re simply a customer, not a partner. Moreover, a smooth transaction involves building a strong partnership, not just chasing the lowest price.
I’ve had a similar experience with contractors working on my house. I learned the hard way that an exceptionally low price usually means low quality. In the end, I paid more than expected. It’s crucial that both the buyer and seller align on expectations. This alignment ensures a smooth transaction and a successful relationship. Similarly, in logistics, a low price can lead to hidden costs that may undermine your long-term goals.
At the end of the day, be a partner, not just a customer. Good transportation providers will be invested in your success. They’ll offer solutions that save you time, reduce headaches, and provide greater value in the long run. The right partner will help you navigate challenges and streamline processes. In turn, this ensures a smooth transaction, making your logistics more efficient and profitable for your business.
Ultimately, a smooth transaction is built on trust and understanding between both parties. Focusing solely on price can often lead to missed opportunities for greater efficiency. When you build a partnership with your shipping provider, you’re setting yourself up for long-term success, reducing risks, and ensuring smoother operations across the board. Consequently, this strengthens your business and logistics performance over time.
