There really is only one right way to build your freight broker/agent business.
First of all you got to realize that you are an interruption
when prospecting, and you have to be comfortable with this
fact if you are going to be successful.
You can't let this fact bother you. And you can't be too
polite about it either.
Here's the formula you gotta follow to build,client base,
1 - know Your Strengths,
2 - Create a Profile of Prospects Who Want You and need you,
3 - Call Prospects that can use you,
4 - Never stop Prospecting.
It's very simple, but too many people don't follow this.
Start with identifying your strengths. Know what you do well,be specific,
Create a profile, of the people who will want what you got. This is hugely important,
and one of the easiest and most overlooked methods for getting more customers.
Far too many freight broker fallen by the wayside by believing
that "everyone is my prospect." Focus on people who are likely to want what you can do for them and will use you
Cold Call to attract your desired prospects. that this is something
that you must do.
cold calling is marketing.until you have a relationship established with a customer, your initial
contact attempts are "marketing".
"deliver" a message about your strengths to a prospect that is likely to want what you can offer, and you'll get some interested people contacting you.
Then all you gotta do is call a prospect that is interested in you.
Build your territory on a strong foundation. Do it the right way, and you'll have long term success in freight broker/agent business.
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