There’s no end-all, be-all answer to the question of how to get freight from shippers — especially considering the constantly changing technology and culture around us. To enjoy sustained success, freight agents must be familiar with sales techniques that have worked in the past and ready to integrate new tools at a moment’s notice.
To get more freight from a wider variety of shippers, uncovering new prospects is a huge step in the right direction. Convincing them that your services are the best available is another, equally important goal.
There are many ways for freight agents to stay vigilant in their quest for a steady stream of shippers. Here are a few ideas:
Begin With Your Existing Contact Lists
Sometimes we get so caught up in outside-the-box ideas that we forget the lowest-hanging fruit, such as potential clients within your existing contact list.
After filtering your personal and professional contact lists by industry, you should be able to identify at least a modest group of people/companies that have shipping needs. The next step is to use a unique, honest approach to leveraging these relationships into fruitful business opportunities.
Spend Less Time on Admin, More Time on Lead Gen
It’s an age-old question: “How can I shift more of my time from admin work to lead generation?” The answer often varies — from using slick new apps and online services to simply improving your time management.
Sometimes the answer is as easy as “support from trained experts” who can focus their time on payables, receivables, collection labor, carrier approval and setup, and more. A freight agent who joins a brokerage that provides dependable back-office support makes it much easier to focus on growing his or her business than merely surviving.
Make Technology Work For You
While diligence and work ethic are as important as they’ve ever been, the Internet and other technology advancements certainly present freight agents with unique opportunities that weren’t available in the past. Software platforms such as Internet Truckstop, DAT and PC Miller make it easier and more time-efficient to find shippers and build long-term business relationships.
Freight brokerages that give their independent agents access to cutting-edge, industry-leading software have a leg up on the competition.
Use Traditional Methods When Necessary
Technology has helped freight brokers and agents come a long way, but that doesn’t mean old-school techniques should be forgotten. In certain situations, tactics such as cold calls and good old research by city and industry are the best ways to make headway with shippers regarding potential deals.
To get freight from shippers consistently, it takes a combination of the old and the new. And as always, Freight Tec is ready and able to assist you in being as successful as you can.