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1. Not Being Prepared For Your Calls
Calling your email contact list as fast as you can without preparing first is costly, not only in terms of lost opportunities, but also in the time that it wastes. Slow down your conversations with your prospects, and making fewer calls. It’s more efficient use of your time.
As long as you take steps to improve the quality of your calls by learning about your prospect, finding common ground and formulating something targeted to say to them, then the results of those fewer calls will be better than many poorly researched calls.
Researching your prospect, their company, what they’re shipping and the lanes they’re shipping will assist you in the best way to connect and create rapport. Spending a few minutes checking out their website, their LinkedIn, and entering their business in the search engines will assist in getting better results.
2. Not Leading Your Calls With Value
The first thing your freight prospects want to know is how can you solve their shipping challenges and make their lives better. Starting off your initial conversation with how great you are and all the big companies you move freight for will not convey value to your prospects.
Unfortunately, we tend to convince ourselves that prospects will make the connection between our claims and how they can alleviate the pressure of their most immediate challenges by working with us. They typically won’t make that connection.
By learning as much as you can about your prospect, anticipating their pain points and specifically connecting your solution with their challenges will certainly lead to more loads moving.
3. Not Actively Listening To Your Prospects
Remember: You Have 2 Ears and 1 Mouth. Therefore Close Your Mouth & Open Your Ears!
Find out as much as you can before your call. Quickly get to the point and convey your value when you call. Then, close your mouth and actively listen to your prospect’s reply.
By really listening intently, you learn even more about your prospects because they tell you what challenges they’re having either directly or indirectly through their objections.
Objections are clues to their real pain points. Only after your prospect reveals them to you, then talk about how your freight solution will bring them relief.
4. Not Persevering In Your Initial Calls
If you’re unprepared for objections, it’s more likely that you’ll accept your prospect’s position as being insurmountable and then agree to end the call right there.
You can avoid giving up too quickly by preparing and practicing typical responses to your prospect’s common objections.
Although they may have a real objection, keeping the conversation going by responding intuitively, will, at the very least, allow you to learn more about your prospect and build that relationship.
5. Not Accepting ‘Not Interested’ Right Away
The opposite of giving in too quickly is perusing and pressuring your freight prospect to move towards a freight load faster than they’re prepared to.
Remember: Just because they have nothing for you today doesn’t mean they won’t have a load for you at a later time. Don’t burn bridges by pestering and annoying them after they’ve clearly communicated that they’re not interested right now.
Keep the lines of communication open by respecting your freight prospect’s requests. Being too pushing now means he may not even take your call next time.