Discover effective strategies for securing courier contracts, turning prospects into clients, and maintaining long-term business relationships.
Without courier contracts, your delivery business could struggle to keep moving.
You could have the best business plan, well-planned delivery routes, a fleet of vehicles, and trained drivers ready to go. But without a steady flow of clients, your couriers could end up with nothing to do—and that means losing money.
Ideally, businesses would come straight to you for their delivery needs. While this can happen for a well-established courier service, starting out is much harder. Convincing retailers, food companies, medical providers, and others to choose you can be a real challenge.
That’s why most courier businesses—new ones and those with years of experience—use various methods to secure courier contracts.
Courier contracts come in various forms, such as last mile delivery, independent courier, box truck, and government contracts. Here are simple and practical methods to help you find courier service contracts in any area.
Many businesses that rely on couriers attend industry events. Retailers often visit trade shows to connect with suppliers. Small food and beverage businesses may attend local networking events to discover new ingredients or flavors. If you want to broaden your scope, attend more general trade shows and conferences in logistics and transportation.
Industry associations connect people who want to grow their businesses and learn more. These groups offer great opportunities to meet potential clients. They also host events like meetups and seminars where you can learn about new trends and network.
Some associations are free, but many require a small fee to join. Look for specific groups like the Express Carriers Association or the Customized Logistics and Delivery Association. These organizations offer carrier directories, annual conferences, and private networking events.
Team up with relevant businesses or independent contractors, such as ecommerce brands, retail stores, and logistics companies. This can help you grow your client base.
If your business is new or still growing, working with established companies can be a smart move. You can tap into their customer base and expand into new markets. The key is to find ways both businesses can benefit. For example, you could cross-promote services or integrate your courier services with their offerings.
When businesses need delivery services, they often post jobs on job boards or courier bidding sites. These platforms let you easily connect with potential clients. You just need to set up a profile and bid on the right jobs as they appear.
While these sites offer a quick way to secure contracts, they can be very competitive. You may be up against many other companies all bidding for the same job. If you’re not the cheapest, fastest, or most experienced, you might lose out. Also, these sites may limit rates and charge service fees, which could reduce your profit.
Still, they are worth trying for easier contracts. Try FindRFP (US) for pharmacy, mail, large shipments, and government contracts, Shiply (US) if you have extra trailer space, or Courier Exchange (UK), where you can directly buy jobs instead of bidding.
Tip: When bidding, highlight how your service can improve customer satisfaction and lower delivery costs. Using advanced route optimization, like eLogii, can speed up deliveries, increase your earnings by 20%, and reduce failed deliveries.
If you're feeling confident, consider contacting potential clients directly. Start by researching businesses that regularly need courier services, like law firms, medical facilities, e-commerce companies, and retail stores. Introduce your services and discuss their needs. This approach, known as cold outreach, can give varied results based on the companies and your communication style.
Begin by looking for businesses in your area that might need courier services. You can search online or drive around your target zip code to find local businesses.
For example, a medical delivery service might reach out to local pharmacies, healthcare offices, and medical supply labs. A farmer might also contact nearby supermarkets or consider selling directly to consumers.
Focus on businesses that match your services to increase your chances of securing contracts. For instance, consider whether you need special vehicles like cargo vans, pickup trucks, or larger moving trucks. If you’re delivering for restaurants, think about how quickly you can pick up and deliver food orders.
Lastly, craft a pitch that covers all the essential details businesses need to know, including:
If you don’t hear back after your first contact, send a follow-up message after a week or so. People are often busy and might need a reminder to respond.
Although digital tools are important, sometimes the ol’ method is the one that leaves a pond. A brochure that is well designed and sent to local businesses can attract clients. Handwritten note or customized service list to make the gift more personal and suit the recipient’s specific needs.
For instance, if your focus is on food and beverage businesses, emphasize your refrigerated vehicle services.
You could also provide a two-page downloadable brochure highlighting your services, like same-day deliveries, man-in-a-van options, or warehousing, to attract a wider audience.
It’s a good start to already have a website and If you do not, you should create one. Potential clients can easily learn about your services via website.
Keep the design simple and professional. Highlight key details like your services, pricing, and customer reviews. For instance, if you specialize in restaurant or pharmacy deliveries or provide same-day services, make sure this information is easy to find. This clarity helps both your customers and search engines understand your business.
For example, use a section of your website to explain the benefits for those who sign up for same-day deliveries. This will give potential clients a clear picture of the value you provide.
When you type “[Your City] delivery service,” does your business show up? If not, it means that you could be missing out on potential customers.
Having a website is great, but it works better when you optimize it for the right audience. An optimized website helps your business appear in search results when potential clients are trying to find services like yours.
For example, if someone searches for “Mesa Arizona courier service,” companies like Arizona Couriers rank higher because they’ve used relevant keywords like “Mesa” and “courier services” in their titles and meta descriptions.
Improving SEO can be a challenge, but starting with the basics can deliver noticeable results. Here’s how:
Another way to boost your online visibility is by encouraging customers to leave reviews on platforms like Google or Yelp. A well-maintained Yelp profile with positive reviews can lead to more recommendations and help new clients find your business.
Social media helps you connect with potential clients and find new opportunities. Platforms like LinkedIn, Facebook, Instagram, and X allow you to showcase your courier services. You can engage directly with businesses that might need them.
For example, if your services cater to e-commerce brands, you want to search for local companies These could be companies that sell products like furniture, electronics, or clothing, and connect with them online.
You can also attract new clients when you post valuable and engaging content. Here are some tips:
Online ads appear at the top of Google search results. These ads are often marked with “sponsored.”
Running ads can help your delivery business gain valuable exposure. You can even include extra details like your business phone number in the ad.
Although ads come with a cost, you only pay when someone clicks on them. You can create a daily budget to have better control over your spending and avoid unexpected costs. The cost of an ad depends on different factors. For instance, the factors might be how many others are bidding for the same keyword. It could also depend on whether you’ll run the ad during peak times or holidays.
Here’s an idea of how much you might pay for delivery service ads in major US cities (prices may change):
| Target Keyword | Cost per Click |
| "houston delivery service" | $3.48 |
| "phoenix delivery service" | $2.15 |
| "new york delivery service" | $2.95 |
| "chicago delivery service" | $3.39 |
| "seattle delivery service" | $5.29 |
For example, running ads for "Chicago delivery service" with 1,000 clicks will cost you about $3,390. If you want to be sure your ad spend is worthwhile, calculate how much revenue you generate per click.
Government entities such as local municipalities and federal departments frequently require reliable courier services to send important documents and parcels. To place bids for these contracts, you need to sign up as a vendor on government sites such as SAM.gov or local procurement portals.
You must provide information regarding your business, offerings, pricing, certifications, and adherence to local laws. After receiving approval, you may submit proposals for Requests for Proposals (RFPs) to access contract opportunities.
Bidding on tenders might feel a bit overwhelming, but it’s a great way to get profitable corporate contracts. Big companies often ask for courier services through Requests for Proposals (RFPs) or Invitations to Tender (ITTs). These are usually posted by their procurement teams or on platforms like BidStats or FedBizOpps.
Sign up on these platforms and set alerts to get notified about relevant tenders.
You should also watch for tender announcements in industry publications, trade journals, and business directories. When you spot a good opportunity, review the requirements, prepare your proposal, and highlight what makes your services, pricing, and approach stand out.
Word-of-mouth serves as a strong method for attracting new customers. When an existing client suggests your services, it's a clear sign that you're on the right track. Clients referred to you typically find it easier to trust your service, as they aren't faced with evaluating alternative options.
Incentivize referrals by offering rewards or discounts. Here are a few ideas:
A solid PR campaign can bring attention to your courier service and help you attract new clients. You can do this in several ways:
Community events are excellent for fostering relationships and broadening your connections. You might also think about sponsoring activities at retail outlets, grocery stores, or locations where your potential customers might frequent.
You can additionally attend small business expos and fairs to connect with local brands requiring courier services. The greater the number of events you participate in or support, the more individuals will learn about your brand. This increases the chances they will reach out to you for courier services.
Finding potential clients is just the first step. The next challenge is converting those leads into actual contracts.
Here are some tips:
Show your clients that you value their business by offering loyalty rewards. For example, you could offer an additional month of service at no cost to clients who commit to a 12-month contract. An alternative is a points system in which customers can exchange rewards after finishing a specific number of deliveries.
Delivery management software can improve efficiency by offering real-time tracking, automating orders, optimizing routes with multiple stops, managing invoices, and providing customer support—all in one place. With tools like eLogii, businesses can save hours daily and deliver a seamless experience for their clients.
A solid reputation is built on consistent and timely deliveries. Handle issues quickly to keep clients happy. eLogii’s route optimization and live tracking features help you provide high-quality service that clients can depend on.
Keep clients updated throughout the delivery process to build trust. Clear communication reassures clients that their deliveries are on track. Better yet, let them monitor progress in real time with eLogii’s live tracking feature.
Client feedback serves two purposes. It helps you enhance your services and gives you insights to attract new business. For example, if you excel at meeting delivery deadlines, mention it in your proposals to stand out.
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eLogii’s route optimization software can be essential in obtaining and retaining courier contracts by enhancing delivery efficiency and boosting customer satisfaction. With real-time tracking, route planning, and optimized scheduling, eLogii assists courier services in minimizing expenses and enhancing dependability.
These abilities not only improve operational effectiveness but also increase the appeal of your services to prospective clients.
In a competitive marketplace, demonstrating your capacity to meet deadlines consistently can transform potential clients into dedicated customers, ensuring long-term contract success.
Obtaining courier contracts is crucial for expanding your delivery business and ensuring steady employment for your couriers. Regardless of whether you are a beginner or have decades of experience, approaches such as participating in industry gatherings, establishing a professional online identity, placing bids on job platforms, and collaborating with other companies can assist you in drawing in clients. Utilizing tools such as route optimization software and advertising your services via social media or public relations campaigns can also create a considerable difference. By combining these methods, you can build a reliable client base and keep your business moving forward.
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