Five strategies for winning over business customers

Posted January 2026

As an FASC owner, you see all sorts of customers coming through the door, including small and medium-size businesses (SMBs). These business owners have a wide range of needs, which means you have several opportunities to increase revenue. 

SMBs want more than just a package drop off location. They’re looking for a trusted logistics partner. So how do you become one? Well, you show them you’re part of the SMB community. That you’re their go-to for packing, printing, and shipping. And you prove you can grow with them as they scale their businesses. 

OK, but how do you do all that? Don’t worry, Clark Young is here to help you. He’s the owner of Uncle Marty's Shipping Office in Ithaca, New York. Here are his five tips for building a reputation as a business ally.

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A purple circle with a purple numeral one inside
A purple circle with a purple numeral one inside

Let word of mouth do your marketing

Prioritize excellent service and you can turn customers into loyal advocates. “Word of mouth is a really big part—if not the biggest part,” Clark says. “If you build trust with one person, they tell their friends. And those friends are more likely to come into your store and try something new." 

 

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A purple circle with a purple numeral two inside
A purple circle with a purple numeral two inside

Spotlight SMB clients on social media

Don’t just talk to potential customers about your services. Show them what you can do. Share photos of noteworthy or unique printing and shipping jobs (with the customer’s permission). You’ll boost awareness and strengthen relationships with the clients you feature. 

 

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A purple circle with a purple numeral one inside
A purple circle with a purple numeral one inside

Be a consultant, not a salesperson

What do your customers truly need? “They don’t want to feel like they’re getting a hard sell,” Clark says. "That means helping them find the right FedEx shipping option. Solve their problems and you’ll win long-term loyalty.” 

 

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A purple circle with a purple numeral four inside
A purple circle with a purple numeral four inside

Prioritize personalized emails

According to stats from SmarterHQ, 72% of consumers exclusively engage with personalized messaging. Instead of sending a mass email to your entire list, take the time to segment audiences. “We send targeted emails to businesses—something that relates to what they do,” Clark says. 

 

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A purple circle with a purple numeral five inside
A purple circle with a purple numeral five inside

Grow your network 

Networking with local business groups builds trust and turns peers into long-term clients. Clark calls it invaluable for getting peer advice. But not only that—it’s another way to market your services. 

 

Inside a FedEx Authorized ShipCenter, a smiling employee is showing documents to a smiling customer.
Inside a FedEx Authorized ShipCenter, a smiling employee is showing documents to a smiling customer.
Inside a FedEx Authorized ShipCenter, a smiling employee is showing documents to a smiling customer.

Ready to connect with SMBs? 

Start with signage and social media content from the Marketing Toolbox  at FASCnet.

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