Broker Strategies/Tips

Pounding the pavement and trying to connect face to face would probably get better results. Even so rejection will be commonplace. Just because they said no today or next week, or the week after that - doesn't mean you don't have a shot. Sorry couldn't be more help but that was something that jumped at me. Everyone I know who's been successful grabbing direct customers mentions making these connections face to face in person most every time.

 

Use ten's. 1000 calls, 100 will talk to you, 10 will want rates, 1 will become a customer. If you don't thrive on rejection don't make sales calls.

Far different than selling your services to a broker. A broker has a load now, you have a truck now. Negotiation begins. You're selling in the present.

A shipper has someone handling it at the present, you have to sell that service in the future. So you have to sell them that you can do it better than the one handling it now.

 

Are you trying to sell as a carrier or a broker? Or both? What do you do as a carrier(or broker) that sets you apart from the others? You need a spiel that is accurate and fluid. Most that you are trying to sell to are experts(just from volume of calls)at smelling fear/hesitation/BS. You can do 50-60 calls in a few hours. Set aside 3-4 hours to make 50-60 calls everyday. Rest of the time research.

 

I don't even bother with direct freight. I'm a one truck show operating load to load in the here and now with brokers or 3PL's. I can wrangle and haggle with the best of them on load to load. Selling a fleet and trying to nail down a big long term contract? There a several fleet owners and managers here (as wichris) who deal directly with shippers either as a carrier, broker or both. There are also several one truck operators on here who do a lot of direct work. That's why I say not much help but I do understand rejection just as well, along with persistence, and confidence. Like he said they've heard it all (just like brokers) and they will sense if you're ill at ease or unsure (just like brokers). Everyone says they will be on time every time. Not everyone delivers. Always be people of your word on that. How to get a foot in the door to have that shot? Keep trying. Learn from your mistakes. I'd be asking what they were looking for to meet specific needs or why they rejected me if they didn't say. They may end it without answer or you get good feedback.

 

If a customers main concern is rate just thank them and walk away.(as a carrier) As a broker price and service will count. Never heard of anyone selling that they are not on time, everyone sells that. Some deliver it, some don't. Only time tells if that is true.

Remember, if someone jumps on you right away ask yourself why? Maybe the God's were with you that day and their carrier/broker just screwed up bad. Or maybe they're looking for their next victim.



Something I make all salespersons do, record your spiel and listen to it. Like making a speech in front of a mirror. Be truth-full and spot your weakness and correct it.

 

Nice discussion started here.
Hearing your experience makes me wonder how anyone could be successful trying to solicit new shipper business.
If you already have 20 trucks, you must have some kind of customer base that takes you from point a to point b?
What region of the country are you located in? What type of equipment do you provide service with? Flatbeds, Vans, Reefers ?
You have to determine what it is that your company does that would interest a shipper in listening to your story.
I don't understand the brokerage part or your question. Are you looking for freight to carry on your trucks, or new business to operate as a broker using brokerage authority to obtain capacity for the new business.
I do a lot of research before making a sales call to educate myself on the target company to have a meaningful discussion if I do get to talk to somebody. I google the heck out of the company and if I have a prospect's name I google that also. I want to be armed with info to let the person know that I took the time to learn something about them instead of saying Hey do you got freight ?
I am not looking to add a new company with cheap freight and fight with others in moving cheap loads. You have to understand that some freight doesn't warrant a good rate and search for companies that have products that might warrant a decent rate.
Large companies are off my target list. Small to medium size business is where I prospect.
Hi my name is BB and I represent ABC and I'm bothering (contacting) you today to offer assistance with shipping your widgits. What I want to say next I don't have the courage to but I should ask By the way what are your days to pay terms as my accountant doesn't want me to work with any company that pays later than 30 days. Who wants a new customer that doesn't pay promptly.
You have to present yourself as somebody that knows trucking, is interested in their business, and is helping other shippers get freight to their customers on time, in tact, with good communication, with a professional driver with good equipment, at a fair rate.
Whether it is your company equipment or thru a partner carrier by brokering, the shipper doesn't care IMHO. They just want it done without problems.
I enjoy talking with strangers, am extremely inquisitive, and have a sense of humor. The person on the other side of the phone probably has been doing the same thing day in and day out for years, doesn't like change, doesn't like talking to strangers and is overworked, underpayed and would like to end the conversation quickly so they might say Send me your information and I will take a look at it. My bosses have always told me that this is the end of the relationship but I know differently and thank the prospect for their time after I get their email address, which was my goal in the 1st place. I am not looking for 10 new customers nor 5 nor 2 or 3 in my game plan. I am looking for 1 new customer to help at a time. Just one. A good paying one that I will devote time and efforts to become in their mind someone who trusts me with their freight and will know in the future that by tendering their load to me that I WILL GET IT DONE. No Worries.
Relying on load boards to move freight doesn't work anymore for me. Most of my time is spent prospecting for carriers to carry the freight I have at present. I would be hard pressed to speak honestly with a new prospect today and tell them that I could help move their freight.
I am going to start calling companies in the areas where I need to pick up and ask them for referrals on who they recommend I call to move freight from their area. I will tell them flat out I am struggling for capacity for my customers and that is the reason I am calling them.
Hello my name is BB from XYZ and one of my customers is asking that I pick up nearby for another company to go to AcC city, could they think a minute on who I should maybe call that might be able to help me. That would allow them to feel at ease talking to a salesman and maybe they can help me or maybe in this discussion I might ascertain that hey where did you say you ship your widgets? I do have capacity there.
Enough info about my methods, please elaborate on what you are seeking specifically. If you have 20 trucks I might be able to give you a load.