The Logistics of Logistics A Better Way to Sell Logistics Services with Matt Collins
• General Manager of SunAnt Interactive out of Milwaukee, WI. • MBA from the Thunderbird American School of International Management. • After that, he started a business with his brother dealing with lead capture solutions and CRM. • That start-up failed and he went on to work with various agencies. • In 2009, Matt started SunAnt Interactive with a few of his friends.
[04:15] What made you guys different and better?• At the time, there were still a lot of unknowns with SEO and people were losing money because of it. • Our vision was that it was possible to be ethically profitable where the client is getting a fair return and we're getting a fair wage.
[05:39] You guys have always said that you can't work with everybody and only want to be part of good stories.• We're incapable of and don't want to work with everybody. Certain people are better off with other firms. • People pay us for our expertise and opinions, but that's not for everyone.
[07:28] You have some very strong opinions about transportation and logistics websites. Please share those with my audience.• I was shocked when we first started working on logistics sites together, because some of them seemed like afterthoughts. They were horrible. • It's bad for companies that don't want to do anything about it, but it's great for the ones that are serious about their online presence. • Anyone can slap together a website, but you need to get inside the client's head. • The market doesn't wait, so maybe that's why you see some companies finally getting involved online. • Organizations get some clarity when they are forced to answer such questions as "what makes us special?" during the building of a website. • It's good to know what you are good at and what you're not.
[16:58] There's a better way to sell logistics services. What is that?• The first thing to do is ask yourself about your organization's current disposition online and be honest about it. • The clients that do really well understand that things don't happen overnight. • Everything that you do with the business has to be measured against profit. • The good thing about online efforts is that there's no place to hide; you're either getting return from your investment or you're not. • In the worst-case scenario, your website hurts you. • When assessing your own website, ask yourself "if I was in the shoes of my prospect, does this site reflect negatively or positively upon me?"
[23:39] When thinking of your clients that are successful online, what do they have in common?• They're realistic, they approach things scientifically, they have proper expectations, and they can see the mid to long game. • Some of the sites that we've worked on together that I'm very happy with are Armstrong & Associates and Dynamic 3PL. • They both knew what made them different and better, whereas some companies struggle with determining that.
Learn more: Matt Collins on LinkedIn: https://www.linkedin.com/in/matthewcollins SunAnt Interactive: https://www.sunant.com/