Freight Broker and Relationship Selling

Relationship selling is the hardest part of being a freight broker! You rarely reach your prospects on the phone and when you do, they quickly brush you off.Sometimes they give you a few minutes to explain why you are calling, and then you’re not even sure if they’re paying attention.

Welcome to the new way of building a freight brokerage! Shippers don`t care how much you know, until you show them how much you care. They are good people who are doing their very best to survive in a frantic world of transportation. Their calendars are overflowing, they’re constantly falling behind and they feel powerless to stop the escalating demands on their time.

The truth is, they don’t need another “Freight Broker.”
They barely have the freight they need for the current freight brokers they are working with and adding a New freight broker is a low priority. But you want to be of service! But establishing that great connection can be a real challenge when dealing with stressed out people who seem more intent on pushing you away than inviting you in.

Here’s the good news! Underneath all that rude, brusque behavior are shippers who desperately want to work true professional freight brokers who they can trust to help them achieve their goals. That person could be you. But first, you need to understand what’s going on in their mind in order to create the connection you want.

What Your Prospects Think Whenever you deal with frazzled prospects their brains immediately start firing off alert signals: another unprofessional freight broker that just wants my freight and don’t care about providing true customer service They evaluate your initial conversation to determine if working with you is worthwhile. They make lightning-quick decisions based on 3 simple things:

1) Does this person provide real customer service?

2) Will they care about integrity and providing me with the professional trucks,that I need or just throw my freight on a load board?

3) If something bad happens will they be honest with me?

Unless you can convey all this very quickly, you won’t get your foot in the door. But it doesn’t stop there. To retain or grow a relationship, you have to keep your focus on their goals and needs.Change the way you present yourself. You need to follow the Rules to be successful

Here they are:

Rule 1: Keep It Simple
your goal is to first find out if there is a fit and is it possible to be of service.
When you keep it simple, you make it easier for your them to buy from you.

Rule 2: Be the freight broker of yesterday
today’s prospects want to work with freight brokers who “know their stuff” and truly are concerned with providing service.

Rule 3: Provide Service
shippers need to see an immediate connection between what you do and what they’re trying to achieve.

Rule 4: Go Above and Beyond
Because your prospect’s priorities are constantly shifting, you need to be alert to what’s going on in their organization.Relationship building isn’t dead.
In fact, it’s more alive than ever before. Connecting with your prospects on a personal level is vital. They want your expertise focused on their business objectives, issues and challenges. When you do this, they’ll be friends forever.

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