Freight Broker Agents can make very little or lots of money in this multi-million dollar industry, its all up to the agent and how many customers you can obtain, and how hard an agent works in getting new leads. However, even with all the right skills, if you dont practice selling to shippers the right way, you may find it hard to acquire new shipppers no matther how many phone successful cold calls you make. The problem is many new freight broker agents are not sales agents, and essentially you are a sales agent for your brokerage trying to acquire clients to haul loads for. This is why training is very important before you become an actual licensed and bonded Freight Broker.
There are thousand of calls to be made so the goal is to be extremely efficient in your out-calling. You will need to have a mindset of a Sales Agent, and your goal is to sell your services to your clients. However, as a new freight broker agent you may not know how to initally sell your service once you actually get the right person on the phone. Cold Calling is very difficult, especially if you are new to the freight broker & transportation industry and not sure how to ask the right questions and dont want to sound unprofessional. In addition, this industry is very competitive, on average for every 300 calls made, you will receive only 1 potential customer. This is a very low success ratio, but with proper training and maximizing your selling strategy you can still be successful with only a few shippers giving you loads. Remember, that 1 shipper has to possibility to supply you with up to 5-10 loads per week, so don’t think about how many shippers and & clients at first, try to focus on getting 1-5 loads per week at first and this will help in trying to establish your customer base. Some shippers have have 2-5 loads per month and other have 2-5 loads per week. Getting the right shipper is key to making profits as a freight broker.
Our Freight Broker Training program will help you with your approcal and delivery in cold calls to shippers, and how to use other ways of marketing to potential clients then by phone.
Step #1: Knowing the Shippers Business
Do some research on the shippers, BEFORE you are making your calls, to and have a good idea what kind of Business they do and what not, that makes a huge difference. Try to get names and email addresses s that you can confirm over the phone if they are the correct person to talk to. What is the client’s timezone. Knowing when is a good time to call is KEY in making appointments or cold calls.
Step #2: Knowing What to Say
You should already have well prepared what questions you want to ask or what information you need to get, along with your welcome cold call script that will briefly tell the shipper who your are. If your goal is to just get a contact information such as: Name, Email, Phone best time to reach then be prepared, be precise and straight to the point. This will make you sound professional and not waste time on each phone call. If your goal is marketing your service, then practice your script until you can deliver without sounding unprofessional. Be prepared to take excellent notes!
STEP #3: Followup
Using your notes from the past calls. Known which clients you need to call back in your daily cold calls outcall list. Have a email template or PDF with all your necessary contact information and if you talked about anything specific on the last call put that included in the email. Always have your generic email or fax template ready to send. This will include what services you provide, how insurance information, broker authority…etc.
STEP #4: Knowing Your Services & Clients Loads
Know what type of loads your can haul and what equipment you service, whether it’s a van, reefer, flatbed, full truckload, or LTL shipment. This will help you determine if the client is a good fit for your brokerage, and will help in selecting what future clients to call.
Example: Your brokerage may only support freight that loads on a flatbed truck. As you make your calls you discover there is a need for Lumber type companies that always need this type of truck load hauled. You can then shift your calls on only call Lumber companies because you know these companies will match 100% with your brokerage. Where as you don’t have the equipment to haul products, or goods that need to be covered.
As a freight broker your job would be to find a carrier with the correct truck to haul the load.