Effective sales calls can be the difference between success and failure. Here are 8 things to keep in mind when you sit down to do sales calls and build your freight brokerage.
- Never make a cold call. It’s so easy these days to go online and search someone’s business to learn enough about their business to turn a cold call into a “warm call.” Check out the shipper’s website, LinkedIn pages, and other social media if it exists.
- Connect with the decision maker. If you can’t get to them directly, get as close as you can. Sometimes, it takes work just to get past the gate keeper.
- Have a script ready. You may think because you have been in the freight business for a while that you have it down. You might be surprised to know how many things you just skip over. Consider variations of scripts depending on the person you reach, where they live, and what they specialize in.
- Have the answers to potential questions, in writing, in front of you before you call. If someone shows an interest, you want to have the right answer right away. Don’t wing it!
- Take notes and track your calls. It can be a spreadsheet, Customer Relationship software, or even a legal pad. Write down any key details so you will have them when you follow up.
- Practice. Practice. Practice. Consider role playing with a colleague in the freight broker business or someone you trust to tell you what you’re doing right or wrong.
- Schedule your calling. It’s easy to put off making these calls. Most people hate doing it! But it’s critical to your success in the freight broker world. Put in on the calendar with a day and time and just do it!
- One of the best ways to make a connection is to get a referral. If you have good customers, ask them who else could use your services. Having them make an introduction is golden!
Remember it’s not about what you do; it’s about what you can do for your shipping customers. Using these tips can lead to more effective sales calls which will lead to more loads.
