Prospecting to a Modern Crowd
Prospecting to Modern Customers
Freight brokers work with customers across the country, so it’s impossible to hit the pavement to solicit new customers. Very few businesses have the patience for off-the-street salespeople anyways. Freight brokers need to call and/or email to find new customers.
We’ve written on a few updated ways to find new shipping customers. Now it only seems fitting that we refresh our cold calling post with updated ways to engage with prospects.
Once you have your new list of prospects figured out, hit them up! You can email or message them, but there’s nothing like a good old fashioned phone call.
Your Value Proposition as an LDI Freight Agent
You’re a great freight broker because you provide excellent service. In order to provide excellent service, you know the answers to the following questions concerning your current customers:
Prove to yourself you know these answers for your top three customers. Write them down on a piece of paper and keep those answers handy.
On the other side of that paper, think about how you solve those issues. What are the skills you use to bring solutions to the table? Industry knowledge? A readiness to call 30 carriers to move a difficult load? A trusted carrier network? Write down what you have that makes you a great broker to your customers. Title these your Value Proposition.
Now that you have written proof that you’re a broker who understands your customers, you should have confidence you’re a great partner. Use that confidence while calling on new customers! Even if you don’t feel like you’re a good sales person, you know you’re a good freight broker, so make that work for you.
Ready, Set, Cold Call
Have a notepad ready. Whether you take notes by hand (better) or notes on a screen (better than nothing), just have some way to record information quickly.