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What percentage of freight sales are made on the first contact? Is it 10%? How about 20%?
Is it higher?
Believe it or not, only 2% of sales are made on the first contact.
- 3% of sales are made on the second contact
- 5% of sales are made on the third contact
- 10% of sales are made on the fourth contact
- Finally – 80% of sales are made between the fifth and twelfth contact with your prospects.
Why Do Some Freight Sales Agents Succeed And Most Others Fail?
Those who succeed in the freight sales profession consistently follow up with their prospects and maintain repeated follow up contact with them. The statistics given above are from the National Sales Executive Association – a trade group for sales people.
Their evidence is clear:
- The more you follow up with your prospects
- The more likely you are to gain their business
If you’re not achieving the success you desire in this profession, then you’re almost certainly not following up with your prospects continually. Do you have prospects that you’re not connecting with? Have you followed up with them 12+ times? If you haven’t, that’s the most obvious reason why you haven’t moved their freight yet.
Increase Your Sales 700%
95% of your competition will drop a prospect after the third attempt. The statistics above show that their probability of getting a sale during those three attempts is only 10%. If you go just one step beyond your competition and follow up just ONE more time, you’ll improve your sales by 100%. That’s 25% extra effort (by picking up the phone ONE extra time) for an increase in results of 100%. If you double that effort by following up an extra eight times, you don’t double your results, but you will increase them by 700%!
Why Is Follow Up So Important?
Coke spends millions of dollars each month on advertising. They do this for one reason – to have you continually thinking about Coke as much as possible. The more time you think about Coke, the more likely you are to buy it.
The process is the same in the freight sales industry.
Here’s your simple sales success process:
- Continually reach out to shipping decision makers.
- Continually expose them to your service with careful follow up.
It’s that simple!
Handle Objections With Ease.
When you understand that only 2% of prospects will buy on your first attempt calling them, it makes it easy to deal with their objections. When your probabilities are only 2%, it matters little if they say no? It was a free lottery ticket.
While your competition feels disappointed and frustrated by not making a sale during their first, second or even third contact, you’ll smile with each objection knowing you’re one step closer to making the sale.