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When it comes to negotiating freight rates, it may be challenging initially especially if you don’t have any experience negotiating in business. You have to be strong or you’ll find that people will take advantage of you.
If you’re a negotiation new-comer or just desire to improve your negotiation skills, here are 8 rules to assist in getting the best deal for your freight loads:
- You’re Entitled To Your Rates
- Remember, you’re in business and are entitled to run like a business. This means that you’re allowed to make money as long as you’re offering the service that’s required.
- The key is the value that you specifically provide.
- Believe In Your Value
- You must believe in the price that you’re offering – don’t sell yourself short. Your price must be in line for the service you’re providing.
- Believe In Your Rates
- Don’t apologize for your rates once they’re established, believe in them and present them with confidence. When you present them with doubt, your customers will see that and start to question you.
- Be Ready To Walk Away
- Many freight agents lower their rates because they’re afraid of losing the load. You must be confident and ready to walk away if the rates your prospects and customers desire to pay aren’t high enough. This not only means that you´ll get the rates you desire, but also shows that you’re confident in both your freight service and rates. This’ll make your prospects and customers think twice.
- Be Ready To Justify Your Price
- You must be ready to justify your price and not make it appear that you just plucked it out of thin air. Have a breakdown of your prices, but remember to focus on the value of your service, not the price.
- Make Them Earn Concessions
- If you’re forced to lower your price or make a concession, make sure your prospects and customers earn it. Ask them for something in return, such as larger orders, more regular orders or faster payment, for example.
- Evaluate Your Prospects At The Beginning
- You may come across prospects who make enquiries about your rates, yet won´t be prepared to pay anywhere close to what you’re asking. These individuals will only waste your time. Ask at the start what they’re expecting to pay. If they’re way off, it may not be worth starting to negotiate.
- Make Them Feel Great
- Your customers must leave your negotiation believing they received a great deal. Always sell your freight service with reasonable justification.
Follow these 8 Rules To Negotiating Great Freight Rates. You can then ensure that you’re not selling yourself, or your customers short, and negotiating the required rates your business requires to go from strength to strength.