It’s not an easy task to be a freight broker in the modern world. The tough competition is only one of the many difficulties specialists may face. It’s of prime importance to keep up with the times to be able to provide clients with relevant information and effective services. Moreover, brokers have to find new clients and retain regular ones if they want to stay afloat.
No wonder, cold calling is a crucial part of the working day of any freight broker. This task takes lots of time, energy, and effort. Moreover, this activity requires lots of patience. The technology implies direct contacting a prospect and converting them from a lead into a customer.
You can’t but appreciate the following advantages of this marketing tool. First of all, it’s budget-friendly. It’s not obligatory to hire specialists to keep calling. You may do it by yourself. The next advantage is quick results. If a person agrees to offer your services, you’ll know about it instantly. The scalability of the technology is rather high, too.
Tips for Effective Cold Calling in Logistics
For many forwarders, it’s quite difficult just to call potential customers. They consider it to be the most complicated part of the job. The thing is they just do not know what they should talk about. Youaretocoverthefollowingaspects:
- The peculiarity of the business your potential client owns.
Different businesses are interested in different freight delivery services. For some of them, it’s necessary to transport standard cargo from one state to another. Others need to deliver fragile items from one continent to another. You are to clarify the needs of the company in order to be sure you are able to provide desired services.
You have to get to know the prime problems are the business owners face while shipping. It may be damages, delays, high prices, a lack of trucks, poor customer support, etc.
- The main goals and priorities when moving the freight.
It’s necessary to understand what your potential clients are interested in most of all. Some entrepreneurs desire to save costs while others want to get the cargo as soon as possible – no matter what the cost.
You need to understand what your potential customers want to get from cooperation with your company. It may be both long-term or short-term collab.
The financial issue is still important. You are to present possible profits the forms may get when working with you.
The next significant point is the tone of voice. People are to pay attention not only to what you are saying but also to how you are doing this. You should not sound like a script. At the same time, you have to be confident and convincing. It’s a good idea to make a scratch of the talk before you call.
It’s also necessary to count your calls and gather statistical data. It’s perfect if you can do it on a daily, weekly, and monthly basis. It helps you to figure out the response rate. Moreover, direct communication with your target audience will help you to understand the needs and expectations of your customers. Thus, you will be able to improve the performance of your logistics agency.
So, cold calling is an essential element when it comes to building a successful career as a freight broker and getting enough profits. Although marketing technologies are developing so fast, cold calling is still one of the most effective ways to get more new clients.