Reported about 17 hours ago
In 'The Referral Engine,' Adam Wingfield shares insights on how small carriers can shift their focus from simply acquiring new freight to leveraging existing relationships with shippers. By delivering outstanding service and building trust, carriers can earn referrals and expand their business without cold calling or undercutting prices. The article emphasizes the importance of being 'referable' through consistent execution, emphasizing that true referrals come from solving problems that shippers face, and outlines a strategic approach for soliciting referrals while maintaining a position of confidence and leadership.
Source: YAHOO