Updated: Mar 8
Are you looking to become a successful sales representative or freight broker agent? If so, there are three important things to remember when prospecting: research your prospects, focus on solving the problem, and take “no” like vitamins.
When researching your prospects, it is important to understand their needs and how you can help them. Some key questions to ask yourself are: What is their current shipping situation? Who are their current carriers? What services do they need? What are their pain points? Having an understanding of these questions can help you craft an effective proposal that meets their needs.
Once you have done your research, it is important to focus on solving the problem. Your goal is to provide value and demonstrate how you can help them. Talk about how you can reduce their costs, increase their efficiency, and help them exceed their goals. Show them how you can help them succeed.
Finally, it is important to take “no” like vitamins. Prospecting can be a difficult and time-consuming task, and you will likely receive a lot of rejections. It is important to stay positive and continue to persist in your efforts. Take the feedback you receive and use it to refine your approach.
By following these three tips, you can increase your chances of success when prospecting shippers. To expand your chances of success, download The Fast-Track Guide to Getting Direct Shipper Freight.