When you’re just starting your courier business, getting that first contract can feel like the hardest part. You’ve got the drive, you know you can handle the deliveries, but you keep running into the same question from potential clients:
“Have you done this before?”
And let’s be honest, when you haven’t, your stomach drops a little.
The truth is, every successful courier owner you know once started with zero contracts. The difference between those who get that first “yes” and those who don’t comes down to a combination of strategy, preparation, and confidence in the pitch.
Today, I’m going to break down exactly how to land your first courier contract, even if you’ve never had one, and share the real-life story of my coaching client who did it.
Step 1: Get Clear on Your Target Market
You can’t pitch to “everyone” and expect results. Start by deciding:
- What type of deliveries do you want to focus on? (Medical, legal documents, retail, automotive, TSA, same-day delivery)
- Who would most benefit from your services? (Hospitals, labs, law firms, local businesses)
When you’re clear on your niche, your outreach becomes sharper and more effective. If you’re looking for guidance on choosing a niche, check out my blog How to Be a Medical Courier,it walks you through one of the most profitable areas in the industry.
Step 2: Have a Simple, Clear Offer
Your first contract doesn’t have to be huge. You just need to get your foot in the door. Create a basic offer that’s easy for a client to say yes to.
Example:
“We can provide reliable, same-day document delivery for your office Monday through Friday, with real-time delivery updates.”
Avoid overcomplicating things. A simple offer is easier to understand and agree to.
Step 3: Use a Proven Sales Script
One of the biggest mistakes new courier owners make is “winging it” on sales calls. If you don’t have a structure, you’ll stumble over your words, undersell your value, and lose the lead.
Here’s a basic cold call script you can adapt:
Introduction: “Hi, my name is [Name], and I run [Business Name], a local courier service here in [City]. We specialize in [Your Niche], and I wanted to see if you’re currently working with a courier or open to exploring a new option.”
Value Hook: “We offer [key benefits—faster turnaround, better rates, specialized handling, local support].”
Call to Action: “If I could send you a short overview of our services, could we schedule a quick 10-minute call later this week to see if we’re a fit?”
This is the type of script I teach step-by-step in my Routes to Revenue workshop where we go deep into bypassing middlemen and negotiating directly with clients.
Step 4: Build Negotiation Confidence
When you finally get a meeting, remember clients aren’t just buying a delivery service. They’re buying peace of mind.
That means you need to:
- Speak like a business owner, not just a driver.
- Highlight how you protect their deadlines, their reputation, and their customers.
- Be prepared to talk pricing with confidence (no “um… let me get back to you”).
A big part of negotiation confidence comes from knowing your value and being okay with walking away from a bad deal. I cover pricing in detail in The Courier Pro™, where we work together to set your rates and close deals without lowballing yourself.
Client Story: How Jamal Got His First Contract
Jamal came to me frustrated. He had been trying to get into the courier business for six months with no success. He’d done a few gig app deliveries but wanted steady, predictable income from a direct client.
His biggest roadblock? Fear of rejection.
Jamal admitted that every time he picked up the phone to call a potential client, he froze. So, we worked together on a short, confident script and practiced until he could deliver it without hesitation.
We also narrowed his focus to independent pharmacies, since he had a background in retail and could relate to business owners in that space.
Within two weeks, Jamal landed his first contract—a $3,200/month route delivering prescriptions to senior centers 3 days a week. From there, he used that success story as proof when pitching to more clients, and within three months, he had tripled his income.
When I asked him what made the difference, he said:
“I stopped overthinking and started treating my business like… well, a business. Once I had the right words and the right approach, people started saying yes.”
Step 5: Leverage Every Win
Once you land your first contract, don’t keep it a secret. Use it as social proof:
- Mention it in your next pitch: “We currently work with [type of client].”
- Ask for a testimonial.
- Look for similar businesses and let them know you already service their industry.
Success creates momentum if you know how to use it.
Ready to Land Your First Contract?
Getting that first “yes” isn’t about luck—it’s about strategy. If you want to skip the trial-and-error and start closing deals, join my Routes to Revenue Workshop to learn how to:
- Bypass middlemen and load boards.
- Pitch with confidence.
- Negotiate contracts that pay you what you’re worth.
And if you’re ready for the full roadmap to building a six-figure courier business, The Courier Pro™ will take you step-by-step from no contracts to a thriving client base in 8 weeks working with me.
Your first contract is waiting…you just need to go get it.
Coach Roslyn
