Help for the Courier Driver – How to Attract Clients

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.