13 Reasons Why You’re Struggling to Get Shippers PART 2
This is part 2 of the training where I will discuss in detail 8-13 of the reasons why freight brokers and freight agents new and old struggle to get new shippers.
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8. Going after the wrong prospects. You are only focusing on going after large companies/manufacturers. Fact is, it’s can be more difficult for a new freight broker or freight agent to get business from a large shipper like Pepsi, US Steel, General Mills, etc. Instead of swinging for the fences and hitting a home run you need to focus on singles and doubles with smaller shippers.
9. You talk too much, and you do not listen enough. You should be listening twice as much as your talking. There’s a well known misconceptions that a the best sales people are the best talkers. This is not always true. Fact is, the best sales people tend to ask the best questions and are the best listeners after asking probing questions. Freight brokers need to ask good questions, listen, and your prospects will tell you exactly what they are looking for.
10. You make the conversation all about prices vs. value. When new freight brokers get in contact with a shipper its not uncommon for them to focus mainly on how they could save the shipper money. It is not always about money, so focus more on the value your business will bring to the shipper. Remember the example of a $2 bottle of water vs a $39 bottle of water. If it were all about price no one would buy the more expensive option.
11. You are not following up properly. Nearly half of salesman don’t follow up with their prospects. Only 2% of sales are made on the first contact with a prospect while over 80% of sales take place between contacts 5 and 12. For freight broker and freight agents the fortune truly is in the follow up.
12. You lack enthusiasm and passion when talking to your prospects. Customers buy from people they know, like, and trust. They do not like to buy from monotone, sales pitches. Remember its’s not always what you say but how you say. Let me hear your passion, it can make a world of difference, especially when you first get started as a broker or agent.
13. You are lacking the confidence because you have not been properly trained. Everyone needs training. I personally have invested over $100,000 in coaching, training, and mentoring over the years. It has allowed my companies to generate over $200 million in total sales while earning me millions along the way. Whether you invest in my online freight broker and freight agent training or another course…it’s absolutely necessary to get trained.
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