Although we are first and foremost freight agents and brokers, our skills as salespeople are vitally important. Without the ability to attract and convert prospects into customers, our role as freight brokers and agents would come to an abrupt halt. How do your sales tactics hold up in a new sales climate where the traditional “smiling and dialing” and “always be closing” methods can be counterproductive to prospects who are crazy-busy and overwhelmed by information overload? To succeed today, we need to continually be training and learning new and more effective skills in order to better serve our prospects and customers.
Guerrilla Marketing For Freight Brokers and Freight Agents – Part 2
For most small business owners, the idea of marketing is a scary proposition and freight brokers and freight agents are no exception. After all, marketing takes time and money. It involves putting yourself out there. It’s far too easy to just let those marketing ideas fall by the wayside and focus on day-to-day business instead.
There’s a catch phrase that caught my eye today. It’s TOMA, an acronym that stands for “top of mind awareness.” In business, the most successful business people are those who first come to mind when a customer has a need. If your name isn’t the first one a shipper thinks of when he needs your services, then perhaps it’s time to revisit your marketing efforts.
Consider then, guerrilla marketing. This creative and low-cost method of reaching your customer utilizes “unconventional” strategies to convey your message. It’s a marketing method that relies on time, energy and creativity rather than money. Continue reading
It seems the transportation industry has been a hot ticket for reality television series as of late. A few weeks back I highlighted a series on The History Channel called Big Rig Bounty Hunters. This week I wanted to talk a little bit about A&E’s Shipping Wars which just finished its third season believe it or not.
The show is based upon the misadventures of six independent carriers, who use uShip, an online auction house for independent truckers, to bid upon, win, and transport non-traditional loads. Bids are placed in a reverse bidding format, meaning that carriers drop their prices with each subsequent bid. Continue reading
When money is involved it doesn’t matter what industry you’re in, it’s very likely that there are scam artists out there looking to separate you from your hard-earned cash. The transportation industry is no exception. In fact, the transportation industry is a favorite for thieves and scam artists. A recent Global Economic Crime Survey states that nearly half (45%) of organizations in the Transportation & Logistics industry have experienced some sort of fraud or theft over the past two years. That number is most likely higher because many owners may be fearful to report fraud due to the impact it can have on a company’s reputation, employee moral, and relationships with its business partners. Continue reading
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Franklin D. Roosevelt once said, “We have nothing to fear but fear itself.” His statement, of course, was aimed at a country mired in the Great Depression. And while it wasn’t aimed at freight brokers and freight agents attempting to overcome sales objections, FDR’s message applies nonetheless. When it comes to trying to sell freight brokerage services and gain new customers, the root of all obstacles standing between us and them is fear. It is therefore up to us to understand its causes and know how to overcome it.
For most people, it is need that initiates interest in buying, but fear that prevents them from buying. But what exactly are they afraid of? Continue reading
April 15 is just around the corner, so if you haven’t already filed the clock is ticking! The good news is most freight agents and brokers are considered independent contractors, and are entitled to certain business expense write-offs that can reduce the final amount due on your taxes. While these deductions can be subtracted from both your regular income tax and your self-employment tax, the trick is to know which expenses are necessary business expenses and exactly how much can be deducted. I strongly recommend using a tax accountant to help with the process. Continue reading
Admittedly, when it comes to entertainment, I’m more likely to tune into a documentary than a reality TV show. But when I heard the History Channel would be debuting a new reality show titled Big Rig Bounty Hunters, my curiosity got the better of me. With almost 10 years experience in this business, I know there are a variety of interesting challenges and personalities to be found in the world of trucking and logistics. But what do you get when media magnates decide to take a hold of our industry and attempt to turn it into a form of entertainment? I soon found out. Continue reading
Everyone has good and bad habits and the fact is these habits dictate our daily activities as well as define our businesses. We tend to do things the same way over and over again because it’s comfortable. The longer these habits are in place, the harder they are to change. Continue reading
For many of us, one of the most dreaded aspects of selling is the cold call. We hate unsolicited sales pitches, so the idea of having to be the perpetrator of such a necessary yet often unwanted task makes it all too easy to put it off or to not do it altogether.
But the reality is if we want to succeed in this business, it simply must be done. Freight agents and brokers have to be continually reaching out in an attempt to establish new contacts, and the telephone is the gateway to those connections. Continue reading