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13 Reasons Why You’re Struggling to Get Shippers PART 1
- You are afraid to hear the word NO. To many people hearing the word no can immediate make them feel like a failure. In actuality the more no’s you get, the easier it gets. The fear of failure plagues many entrepreneurs and freight brokers and freight agents are no exception.
- You do not know how to find leads. It’s hard to get clients without having any leads. There are tons of sites and online directories where you can find potential shipper leads. But as a Premium member of my online training at www.FreightBrokerBootcamp.com you’ll will get access to a database with over 100,000 shipper and 100,000 carrier database.
- You are not talking to enough people. You need to fill you pipeline. The way to do this as a brand new broker or agent is by taking massive action. Where you lack in experience you need to make up in numbers.
- You sound like a salesperson. No one like to talk to a salesperson including you, me and your shipper prospects. You need to be different. For example, don’t sound like your reading straight from a script, get rid of the monotone voice.
- You’re not gathering sales intelligence to warm up the call. Sales intelligence is data gathered that will increase your chances for making a sales. LinkedIn is my favorite source for gather sales intellingence including: geographic location, work history, educational history, mutual connections, hobbies/interests, posts they like, comment or share just to name a few. This type of knowledge is invaluable when trying to quickly build rapport with your prospect.
- You haven’t done proper research to offer competitive rates. This doesn’t mean you want to be the cheapest but you will need to be competitive. The DAT and Internet Truck Stop both have excellent freight rate analysis tools that can quickly help you with full truckload rating. Other ways of finding rates are by searching your load boards lane history which will typically provide you a list of carriers that are regularly posting available trucks based upon the lane. Or you could just post a load to the load board and take phone calls. Write down your finding which will help you to determine your rates.
- You are NOT asking good questions. When you’re talking to a shipper one of the things you need to focus on is asking good questions and then listening. Here are examples probing questions that will help you to better understand your prospect.
- How do you select new providers?
- When was the last time you added a new provider and why?
- If you could change one thing about your current providers what would it be?ask the right question and prospects will tell you how to sell them!
Ask the right questions, and your prospect will tell you what they’re looking for .
This concludes part 1 of this freight broker training but be sure to join me LIVE next Monday November 6th at 12 PM EST for part 2 where I will cover reasons 8-13.
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