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馃檮Freight Brokers: What Do I Say To Shippers?馃檮 - YouTube
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- So your biggest problem,
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what's causing you more
frustration and pain
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than anything else, what's causing you
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not to succeed as a new freight broker
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is you don't know how to
obtain a customer base.
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You can't get new customers
for your business.
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Now, the reason why you're
not getting customers
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is because you're probably
not calling shippers
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often enough, and the
reason why you're not
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making those calls consistently
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is because you don't know what to say.
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That's what I'm going to
help you out with today.
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So let's go.
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(bright electronic music)
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Come on in, don't be shy.
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And if you stick around
to the end of the video,
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we'll have a very nice gift for you.
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So now, before we get started,
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I need to ask you a big, big favor.
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If you like this video,
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please take the time
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to smash that Like button,
(bell dings)
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make the Like button turn blue.
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It does a whole lot for our channel,
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helps us to get exposed
to a bigger audience.
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We certainly would appreciate it.
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Also, if you're interested
in more videos like this,
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you want to become an entrepreneur,
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you want to be freight broker,
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this is a channel that
you want to subscribe to.
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So make sure that you
hit that Subscribe button
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and then hit that notification bell
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and you'll be notified every
time I release new videos.
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Thank you in advance.
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Now let's get started.
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Today we're talking about shippers
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and shippers are the
lifeblood of our business.
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They are our potential customers,
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they become our customers
and, without customers,
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we cannot build a business.
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So we have to establish a customer base
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in order to build a businesses
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that we're interested in building.
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So that's number one.
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And far too often, I see that most people
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are focused on the wrong thing
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when they first start offering
their service to shippers.
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And I want to back up a little bit,
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I want to say this quickly.
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Some of us have the impression,
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especially when we first start
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that we can just go out
and offer our services,
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offer trucks to shippers,
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and they're automatically going to say,
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"Hey, okay, let me know
how many trucks you got
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"and I'll let you know how
many lanes that we have,
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"and we can start working together."
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That sounds very good,
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but that's not how it works in most cases.
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So we have to understand how
to communicate with shippers
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and then how to speak to the issues
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and problems that they have.
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And first we have to learn
what those problems are.
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So today, I want to get
you to redirect your focus.
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I think your focus is in the wrong place.
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And you know, talking about your service,
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talking about what you offer,
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we're going to redirect that
and help you to understand
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how you can solve your shippers problems.
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And the first thing that we have to do
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is understand what those problems are.
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So today I'm going to give you something
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that you can say to shippers,
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other than what you're saying,
other than the typical,
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"We have trucks, can we help
you move some of your freight?"
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We're going to give you something
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that you can dial in on and focus
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and then build your conversation off of.
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So stay tuned to this video.
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So now you're at the
point of your business
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where the real business starts.
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The setup is finished.
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You've gotten your business set up,
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all your systems are in place,
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all of the tools that
you need are in place.
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Now it's time to go ahead and take action.
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And that's where, sometimes,
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we start to have a problem at.
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We start to figuring out,
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"Oh, this is going to
require something from me.
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"This is going to
require a huge sacrifice,
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"a big commitment."
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And then we start to shy away.
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So I don't want you to shy away.
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I want you to meet this challenge head on.
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So I'm gonna help you to do that
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by showing you where
you are in the process,
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and then giving you some things
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that you can do to actually take you
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where it is that you want to go.
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So you've gotten to the big point.
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The big point now is what you have to do
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is get customers for your business.
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That is the key right now,
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because if we don't have customers,
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we don't have a business.
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We just have a lot of
stuff that we put in place
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that we're paying for, but
we don't have a business yet.
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Once we start making money,
then we have a business.
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So that's what we want to
move you to, to making money.
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So here's what we want to talk about.
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Now, once you've gotten
your business set up
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and now it's time to go after customers,
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you must have a game plan.
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You gotta have game plan and a way
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that you're going to go out and approach
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and eventually make that
customer part of your team.
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You become a partner with that customer.
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So what is the game plan?
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How are you going to make that happen?
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Again, before I said,
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it's not just about going out and saying,
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"I got trucks, you have
loads, let's work together."
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It's about helping that
shipper to understand
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that you can solve their problem,
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but you need to understand
what the problem is.
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And when you first start,
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you really don't know what
shipper's problems are,
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so you need to sit down
and start asking yourself,
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what are some of the typical issues
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that shippers will run into?
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And how can I solve those issues?
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There's where we need to start at,
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is to figure out what is it that I can do
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to solve that customers' problems?
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That is what it's all about.
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That's what your job is
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as an entrepreneur, as a shipper,
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or excuse me, as a freight broker,
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your job is to solve
your customer's problems.
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If you can do that, you can
do great in this business.
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If you cannot, you will fail.
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It's that simple.
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You have to solve the customer's problems.
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And first, what we have to do
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is understand what that problem is.
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What are some of the
problems that a shipper has?
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So that's what we're gonna talk about.
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I'm going to give you one
problem that a shipper has,
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and then I'm going to show you
how I speak to that problem,
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how I design a game plan
around solving that issue
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so that I can eventually start
working with that shipper.
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Now, if you're anything like me,
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when you get a sales call,
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you know that it's a sales call.
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And what you probably going to be doing
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is looking to move that
person to the end of that call
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as quickly as possible, unless
they are saying something
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that you hear that says,
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"Hmm, I may be able to
benefit from this call."
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Then you may be able to
listen a little bit longer,
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but if you don't hear something
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in the very early part
of that conversation
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that gets your attention,
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you likely going to move that person
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to the end of that call
as quickly as possible.
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Well, that's the same way with you
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when you are calling shippers.
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If they don't hear
something that they say,
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"Hey, I can benefit from
something that sounds like,
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"you know, maybe different
from what I've been hearing,"
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then they're probably gonna move you
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to the end of that call.
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So you want to say something
very early in the conversation
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that gets their attention.
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So what are you going to say?
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Here's what I would say.
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Remember, I'm starting the call this way
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because I want to get
the shipper's attention.
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I want him to know that I
understand what his problem is,
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and I have a solution for the problem.
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So I'm going to start the
conversation in this fashion.
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I'll say something like,
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"Hey Mike, this is Brandon
over at Alliance Logistics.
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"Hope I didn't call at a bad time."
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Quick pause.
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"How would it benefit you to
have someone on your team,
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"a partner who can move last-minute loads
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"after other freight brokers or carriers
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"have canceled those loads?"
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And then I shut up.
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Now I shaped the question
in the way that I did,
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I said, "How would it benefit you?"
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because I don't want him to
just give me a yes or no answer.
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I want him to tell me
how it could benefit him,
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or, you know, how does
he see it benefiting him
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to have a person on his team
that can get the job done
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when someone else has dropped the ball.
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I want him to see that I understand
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the problems that shippers have.
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That's a common problem,
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so I'm expecting that
he has that same issue.
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And I want to give him a go-to
when that situation happens.
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I'm not trying to get the
entire piece of the pie
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on the first go, but I
want him to understand
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that I have a good
understanding of what happens
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in a freight broker world on
a day-in and day-out basis,
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what happens in trucking
and I have a solution.
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And then we can get to the part
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about what's required
in order to get set up,
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what we can do for him moving forward
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and all of that good stuff.
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But first let's just get in the door.
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Let's get in the door with
something that is common.
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Something that he understands,
something that he says,
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"Hey, this is something that I
may be able to benefit from."
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That's how I start out the conversation.
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And you know, sometimes
you're going to have
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different ways that you start out.
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Remember, this is just a recommendation,
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and then you shape it and mold
it in a way that you want it.
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But you know, when you
compare that to the common,
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"Hey, I was just giving you a call
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"to see if we can help
you move some freight,"
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that's completely different.
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Yes, shippers need freight
moved, but anybody can do that.
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We want to talk specifically to a problem
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that a shipper has,
because in my experience,
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we get better results that way.
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People are willing to listen
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when you're speaking to
an issue that they have,
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and especially when you're saying,
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"Hey, I can solve this problem for you.
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"I can help you with this problem."
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So that's what I wanted to
share with how I approach,
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how I go out and approach
that introduction,
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when it's time to call
and introduce yourself.
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Some people just think it's about calling
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and introducing you and your business.
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Well, that's one way of doing it.
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But to me, it's much better
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to have a brief introduction up front
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because the shipper knows
what you do already.
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He knows that you are
a broker or a carrier.
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All of that is good.
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You know, saying "I'm a third
party logistics company",
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where you from, like, remember
you only have so much time.
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And you know, in my experience,
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people don't really listen to all of that.
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If they decide to move further with you,
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then they can get who you
are and where you from
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if that's important.
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They can get all of
that stuff at that time.
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So remember to focus on getting
the shipper's attention,
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because you only have a small
amount of time to do that.
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So get that shipper's attention,
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get it with a problem that they have
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and then show how you
can solve that problem.
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Now, are you going to be nervous
when you first get started?
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Certainly, we all are, that
just comes with the territory.
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I want you to think back
with when you were a kid
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and you had a girlfriend or
boyfriend, 11, 12, 13 years old.
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Well, when you first
started having conversations
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with your girlfriend and boyfriend,
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it was a little uncomfortable.
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You have those long stretches of silence
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because you don't know what to say.
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Well, that's kind of the same way
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that you're going to start out here.
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You're going to be a little nervous.
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You're going to have some butterflies
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before you start calling,
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but it's important to start calling
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because after two weeks have passed,
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you're gonna feel a little bit better.
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After two more weeks have passed,
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you're gonna feel even better
about making those calls.
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But if you keep delaying it,
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if you keep pushing it off
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saying you don't know
enough to get started,
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then you're never going to get started.
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The whole idea is to start somewhere
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and improve the process as you go.
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Remember, it's not about perfection.
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It's about getting started.
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Getting started is better
than perfect any day.
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So let's just get
started with some basics.
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And then once we get started,
we can improve as we go.
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And as you do it more and more,
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you'll get more confident and you'll get,
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your conversation are
going to be more fluid.
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You're going to be more,
you're going to be smoother
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when you're talking to your customers.
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All of that stuff will come.
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You want to be that right now,
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but in order to be that
you have to get started.
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So that's what I wanted
to share with you today.
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I certainly hope that
this has been helpful.
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If you would, please, I
would like for you to leave
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a comment in the comments
section and let us know
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how you approach introductory calls
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or how you approach your calls in general,
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how you set your calls
up for conversation.
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What are you saying
actually to your shippers?
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We certainly would appreciate it
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if you would share that
in the comments below.
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That way, we can all
learn from each other.
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It's not just about me coming
and sharing how I see it,
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but we can be in a
community of people here
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that all are learning from each other.
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So thanks in advance.
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So now for the gift that I promised
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at the front of the video.
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If you're interested in learning more
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about the freight broker
business, and you wanna know
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what it's really like to be in the seat,
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you wanna see what it's
like to talk to customers,
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how to get loads set up
and then how to go ahead
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and move loads and get paid,
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if you wanna see that process,
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you wanna watch someone else do it,
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I have a five-video series
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that you can sign up for on my website.
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It's absolutely free.
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You don't have to pay anything for it.
[714]
You just go to
www.BrandonTheFreightbroker.com,
[719]
wait for the popup to appear,
[721]
and then you can register
for my five-video series
[723]
titled "How the Load
Movement Process Works."
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So I want to leave you with one quote
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before I end the video.
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It's by Marilyn Ferguson.
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It says "No one can
persuade another to change.
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"Each of us guards a gate of change
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"that can only be opened from the inside.
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"We cannot open the gate of another
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"either by argument or
emotional appeal," close quote.
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So what that means to me
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is that it is not my responsibility
or your responsibility
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to open anybody else's gate for change.
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That person has to open
that gate on their own.
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When they are ready for a change,
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that's when change will appear.
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It will not come any
sooner or later than that.
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So when you are ready for a change,
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you have to open that
gate from the inside.
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I wish you the very best
in your life and business.
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See you at the top, because
the bottom is much too crowded.
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(digital chiming)
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(smooth digital music)
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