Freight Broker listen up

Wow I just read another great article by Paul Castin and Freight Broker or Freight Agents you could learn something from reading it.So Here Goes

PS. pay close attention to his 7 points they are vital

Anatomy Of A Bad “Cold Call”
by PAUL CASTAIN on JUNE 2, 2010

I’m not going to lie, I’ve made some epic cold calls in my career. When I say “Epic”, I mean so good the stars seemed to align to spell “Uncle Paul” and so bad, that hanging up on myself was the only cure. Epic!

As penance for the sins committed earlier in my sales career I’m even the not so proud recipient of an occasional epic(ly) bad call!

It all started with an out of the blue email from someone that I might have exchanged all of about 2 tweets with. But that’s cool because on Twitter, that’s like, 2 tweets. People get married in Vegas with lower level relationships, right?

In the email this person mentioned a mutual contact and how this person mentioned that we should talk. Really? Screw it, I’ll play along!

I agree to a day and time which is later missed by the very person who requested the meeting. Strike 2 ½ as far as I’m concerned so I write it off.

I get a bunch of emails and voicemails apologizing and even one that seems rather urgent. In the last voicemail, he mentions that he will be speaking again(later that day) to this mutual contact and was hoping we could chat prior. I start thinking maybe this guy is in some type of trouble or something is up so I call him.

We start with some chit chat and then he asks me to tell him about what I do. WTF? (Sorry, but to tell you I said “Golly” is equally insulting). I don’t mean to be rude, but a monkey could have done a better job of researching me (and providing a better call opener!) I give him my 90 second “I’m feeling this call going South real fast” answer and then . . .

He launches in to 10 minutes of sales pitch.

As random as this might seem, I kept thinking of that line from “A Christmas Story” “He just lay there like a slug . . . it was his only defense”

Then he puts these pauses in designed to have me fill them with some nervous chatter. The slug defense was working so I kept at it and didn’t give in.

Then he asked me if I could see a fit.

He received a real hardy “NOPE” and then he decided to have at it again. Note: this time I decided continue writing a training manual while he pitched. He finished. I wished him luck, shook my head and decided that some good must come from that eternity I spent on the phone.

So, onward to the good in the form of 7 “You must be kidding me” tips:

1) If you are going to use your social network, make sure the person is truly a “connection”.

2) Don’t trick people with that “Mystery Call” BS . . . Grow up!

3) Do your homework!

4) Understand that when you contact a Vice President and you make it clear that you did not complete step #3, you will usually piss someone off enough to end the discussion (or write about it on his blog)

5) If you ask someone to tell you about themself, pretend that you care about their story, ask cool questions to get them to (get this) talk more about themself. Once they tell their story the natural cadence of the discussion will most probably flow to you. Circle of life baby!

6) Rethink your message knowing that one you’re about to use probably sucks. Unsuckify it by customizing it from the research you do, practicing, perhaps taping yourself practicing it and then (for a goof) practice it again.

7) Value your appointment enough to show up (on time) You’re better than that!

Thanks Again Paul.

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