cold calling

When calling a customer for the first time. What is the best way to start out the conversation and what subjects should be talked about to get a feel for each other before faxing information packets about each others companies?

call up and ask if they could spare some change....you are hungry and need money to buy a hamburger...because that is what these people get day in and day out are phone calls from people asking for business that they don't need

Honestly..you could use that because it's an icebreaker.

i'm glad you two think it was a joke for me asking this question. was trying to learn the business and ask for some expert opinions and instead i got some children. but thats ok. i have a great job and 3 customers already in just a couple weeks of learning the business. so you can keep your opinions to yourselves.
if anyone else might want to give me useful advice. i still welcome all

Excuse me? I am in executive management and my job does require a lot of cold calling,as well as training others to become skilled at it. I billed out a six figure earning in revenue last year by using funny icebreakers. YOu many think it is silly, however, it works. If you don't want to use that, then use, "this is definitely a sales call, so if your going to hang up please go ahead and do it now, or can I atleast take 60 seconds of your time to explain why Im calling to decide if we should continue conversation." You are obviously in a tense enviromnment if they do not allow creativity.

Most companies need a laugh in their day, so some will laugh and wait for you to continue and usually guide you in the right directions. Most companies that will become rude, you probably don't want to go after anyway.

Well I'm done giving input because you may not grasp that, but that is my form of cold calling that has allowed me to become successful.

Kelley you are dead right. It always helps to start a sales call on the lighter side.

Thank you. He is not understanding what I mean to use it as an "icebreaker"

WhiteEagle said: When calling a customer for the first time. What is the best way to start out the conversation and what subjects should be talked about to get a feel for each other before faxing information packets about each others companies?

How did you get into learning the business of freight brokering? I am interested in this field since I have a combination of 12 years in the transportation business. Did you go to any school? thanks

HI,
I have been driving a truck for 13 years and decided I wanted to try to get into the brokerage business to hopefully start my own and be home instead of on the road. I didn't have any experience but started contacting brokerage companies that were willing to help and teach (basically over the phone) me to start right away. I found a great company out of New Berlin, WI that are nore than willing to help. I couldn't have found a better place to be an agent for. If you need or want to know anything about the business that i've learned so far please feel free to email me at [Contact info deleted] and I will try to answer any question you have from what i've learned so far.
Shane

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Shane said: HI,
I have been driving a truck for 13 years and decided I wanted to try to get into the brokerage business to hopefully start my own and be home instead of on the road. I didn't have any experience but started contacting brokerage companies that were willing to help and teach (basically over the phone) me to start right away. I found a great company out of New Berlin, WI that are nore than willing to help. I couldn't have found a better place to be an agent for. If you need or want to know anything about the business that i've learned so far please feel free to email me at [contact info delted] and I will try to answer any question you have from what i've learned so far.
Shane

Thanks, I will be in touch with you by your email...Thanks again.

I started my own business 4 years ago. I was new in town and knew no one. I called 100 people in my area. I got 11 people to try out my business. 9 of them are still with me and the other 2 come sometimes.
What did I do? I started my business on 11 people.
If possible~ I called them by name.(find name in phone book)
Do not sound like a recording. Talk normal.
Kindly ask them to try your service/business.
Thank them. It's really pretty simple. Talk [to] them not [at] them.

Many of those who came said that I sounded (on the phone) like I knew them well. "they had to listen to my message, because I sounded like a friend."

It does work. Or it can be a huge turn off.

Debi Davis in Goose Creek, South Carolina said: I started my own business 4 years ago. I was new in town and knew no one. I called 100 people in my area. I got 11 people to try out my business. 9 of them are still with me and the other 2 come sometimes.
What did I do? I started my business on 11 people.
If possible~ I called them by name.(find name in phone book)
Do not sound like a recording. Talk normal.
Kindly ask them to try your service/business.
Thank them. It's really pretty simple. Talk [to] them not [at] them.

Many of those who came said that I sounded (on the phone) like I knew them well. "they had to listen to my message, because I sounded like a friend."

It does work. Or it can be a huge turn off.

Hi Debbie, I am looking to sign on as an agent, I have tried it before and was quickly discouraged. I know I will be good at it once I finally get past the initial phone calls. I find I just dont know what to say. Can you give me an example? I look forward to chatting with you. I am determined to make this work this time! thanks- Elizabeth Phillipa

IS THERE ANYONE WILLING TO TEACH ME THE FREIGHT BROKER BUSINESS.AND IF SO PLEASE CONTACT ME ASAP I AM TRYING TO TO GET A JUMP START.

I would like to respond to the original post. I totally agree , break the ice. Love the "Hamburger and Change" scenario, I usually use one about being "Harder to cath than my Ex-Wife's Boyfriend", it lightens up the mood and seperates you from the other guys. To "WhiteEagle" you really need to lighten up if you want to work in this industry. This industry is very chaotic and stressful if you are successful, a little light hearted humor helps you get through the day. The real agents who actually writemoney will tell you that. I also bill out a ton of freight. I normally will bill out $250,000 monthly, I will let your imagination run wild with the percentage I make. I get very high grosses on my rip's! To succeed focus on a niche market, learn your lanes and your carriers and provide excellent service to your client during the process. You have to be realistic to your client to the shipper for all phases of the freight process. The key is getting from Point A to Point B without any problems for a rate everybody can live with. This brings everybody back for a second helping, the shipper, the carrier and you.

arthur hicks in Columbus, Ohio said: IS THERE ANYONE WILLING TO TEACH ME THE FREIGHT BROKER BUSINESS.AND IF SO PLEASE CONTACT ME ASAP I AM TRYING TO TO GET A JUMP START.

Check out my profile. Classes start shortly.

I am siging on with a company as an agent. One of my requirements is to have 5 contacts before I start. Can anyone help me out, I am stuck on what to say when making my phone calls?

trishb in Mountain Top, Pennsylvania said: I am siging on with a company as an agent. One of my requirements is to have 5 contacts before I start. Can anyone help me out, I am stuck on what to say when making my phone calls?

You start by asking for the traffic manager or who is in charge of logistics.

You ask if there are any lanes that they are needing help with currently and if so could you possibly give them a rate quote.

If they already have a rate in mind that they want to move the load for, you ask them to provide you with the load details.

Ask them to be very specific since you are a newbie i.e. origin,destination,equipment needed, commodity,dates of pickup/delivery, pallets,tarps etc.

The last thing you want to do as a new agent is screw up your first load.

Once you have the load details post your load and you might get lucky and a few trucks call you depending on the lane. If not start calling trucks within the region. If the company has a carrier database, ask for permission to access it since you are a newbie.

If you do happen to possibly place the load for a rate you are comfortable with, haveone of there agents help you with the dispatch , rate confirmation and load sheet so as to avoid screw ups.

Once this has been done, do it again.

Good Luck

The Freight Trainer in New Holland, Illinois said: You start by asking for the traffic manager or who is in charge of logistics.

You ask if there are any lanes that they are needing help with currently and if so could you possibly give them a rate quote.

If they already have a rate in mind that they want to move the load for, you ask them to provide you with the load details.

Ask them to be very specific since you are a newbie i.e. origin,destination,equipment needed, commodity,dates of pickup/delivery, pallets,tarps etc.

The last thing you want to do as a new agent is screw up your first load.

Once you have the load details post your load and you might get lucky and a few trucks call you depending on the lane. If not start calling trucks within the region. If the company has a carrier database, ask for permission to access it since you are a newbie.

If you do happen to possibly place the load for a rate you are comfortable with, haveone of there agents help you with the dispatch , rate confirmation and load sheet so as to avoid screw ups.

Once this has been done, do it again.

Good Luck

Thanks for the advice. My problem is that I can not accept any loads because I am not with the company yet. I just need verbal commitments with these people that they will let me help move their loads and then once I've gone through orientation I can begin accepting loads to move. I have called various companies already trying to get my 5 contacts and I have either sounded like an idiot because I did not have any idea who I needed to speak with, or I spoke to the right person and had no idea what to say to them. I think once I get my contacts and go through orientation, I will have no problem with posting the loads, it's just getting contacts that's the problem. What if they already have an agent that they work with, do I try to get them to go with me instead or just say thank you for you time and move on?

Most companies work with a number of different brokers, they dont just stick to one until you have developed a relationship with them. If you just want contacts sign up for a monthly subscription of www.realtimefreight.com , shippers post their loads there with there contact info and load info etc. It only cost about $20.00 a month. You will have 5 contacts in 5 minutes. It is cheap freight but will get you what you need.

Why are you wanting to be an agent if you have noclue what you are doj ng if I might ask?

My husband is currently an owner operator with this company, and I am a stay at home mom with 3 kids. I have my CDL but with 3 kids it is nearly impossible for me to drive also. We are looking for a 2nd income, and thought that this would be a great opportunity, being that I could work from home and I already have just about everything I need to start, a computer w/ high speed internet, a fax machine, long distance service. I am a fast learner and have done customer service in the past so I am usually good working with people. I just need a little help getting started, getting my potential customers set up.

trishb in Mountain Top, Pennsylvania said: I am siging on with a company as an agent. One of my requirements is to have 5 contacts before I start. Can anyone help me out, I am stuck on what to say when making my phone calls?

Even if you are under contract already, it can not stop you from getting into the company you really would be comfortable TO START with. Do you really want to work for them? There are other brokers who do not have those requirement. I work with one of them.

The Freight Trainer in New Holland, Illinois said: ...

Why are you wanting to be an agent if you have noclue what you are doj ng if I might ask?

Some time ago no one of us new that those funny scribbles on paper mean something, and now we can read your wise comments! He will learn everything if someone will not make him to run, but give a hand.
Your comments ARE helpfull, thanks, but they are not nice.

Iam looking to become an agent right away. i found a company but they want me to pay 10,000 to be able to work as an agent from home. Is this what companies charge to do this...? I really want to get into this business...Can anyone help?

thanks

do not go w/ that company!! why would you pay 10,000 to a company when you can work for another company for free? sounds like a rip off!

Irma in Houston, Texas said: Iam looking to become an agent right away. i found a company but they want me to pay 10,000 to be able to work as an agent from home. Is this what companies charge to do this...? I really want to get into this business...Can anyone help?

thanks

Anyone who is going to charge you to work for them is riping you off. As said in the "The Search For The Holy Grail" Run Away! Run Away!

I understand why you would want to get into the industry, if you do not have a current book of business the likelihood of anyone talking to you is really a snowballs chance if you know what I mean.

Unfortunately there are very few companies that will give you a chance even if you have completed a training class. To my knowledge , we are the only trainers to that guarantee a position to our students. We also onlywork with accredited A-Rated / Gold Book Brokers.

Irma in Houston, Texas said: Iam looking to become an agent right away. i found a company but they want me to pay 10,000 to be able to work as an agent from home. Is this what companies charge to do this...? I really want to get into this business...Can anyone help?

thanks

I found one company to work with here on forum not so long ago and I'm happy with it. They do not charge anithing for your right to work for them. Only if you need some training with instructor(really small ammount). Whould you like more info? Look in my profile for e-mail address. Or just look through all posts / by the way it's educational.

I've just left the united states armed forces now looking to become a freight broker. I was a medical logistics specialist and transportation specialist for the military. I preformed my job in many different enviorments. Using navigation systems to track trucks through Iraq. I am entering a new field of traing now where I need to find clients instead of them being provided for me. I have an interview the 25th of June. What kind of questions am I facing during an interview. I know this is somthing I can do I am determined and willing to learn I would like a heads up on some questions that may be asked thanks...

Your best bet is probably to start as an agent, that way you learn to sell and someone else handles the AR and AP, keeps tabs on carrier insurance, etc. Obviously in the military you were not much responsible for price...just performance. The sales part will be a new area to learn.

Start with the medical companies as you already know what types of products are shipped. And remember, just because it is not a war zone doesn't mean that the shipment will be ontime or intact!

Let me know if there is anything I can do to help. We have agent openings that may help you learn the trade, and then you can go out on your own.

Your service over there is appreciated.

elizabeth phillips in Somerset, New Jersey said: Hi Debbie, I am looking to sign on as an agent, I have tried it before and was quickly discouraged. I know I will be good at it once I finally get past the initial phone calls. I find I just dont know what to say. Can you give me an example? I look forward to chatting with you. I am determined to make this work this time! thanks- Elizabeth Phillipa

Let me know if you are still looking for an agent position. We are actively looking for people in the NJ area. It is a tough area to compete in

I have been in the trucking industry basically since I was seventeen years old. for about 8 years I worked with a dry van carrier and 5 years i worked with 2 different tanker companies. Working in sales and dispatch I picked up a great deal of knowledge of the industry. However I just couldnt grasp marketing something that doesnt have a price on it. I took a class through transport training international. www.freightbrokertrainingschool.com/
I must say this class is highly recommended the teachers are wonderful, there classes are in texas, georgia, alabama, nevada and missori

I am looking to work like freight agent in phoenix,az i have good deal knowledge in trucking industry,I am also owner op.,so pls.if anybody know any info.for companies in this area...

whiteeagle in Summerville, South Carolina said: i'm glad you two think it was a joke for me asking this question. was trying to learn the business and ask for some expert opinions and instead i got some children. but thats ok. i have a great job and 3 customers already in just a couple weeks of learning the business. so you can keep your opinions to yourselves.
if anyone else might want to give me useful advice. i still welcome all

Hey glad to hear that you have gotten 3 customers. I have no experience in being a broker or an agent. Since you have made some steps into the business could you help me learn the tricks into becoming successful. I really would appreicate your time helping me.

WhiteEagle in Summerville, South Carolina said: When calling a customer for the first time. What is the best way to start out the conversation and what subjects should be talked about to get a feel for each other before faxing information packets about each others companies?

The best advice I would give is to be natural and come across in a friendly way - don’t forget one of the most important things is 'smile when you dial'

You don't have to be pushy and always be polite, even if it’s a 'no thank you'.

A golden rule is know what you're going to say, understand how you prospect - how would they benefit from using your service/product. Explain how other people use it and how it helped them.

Keep the call short - watch out for 'buying signs' - know when to quit the call - don't forget to 'close' the deal or next action agreed with the prospect.

Carry out the action you said you would, send the email or letter you said you would - and don't forget to follow these and the next action dates up.

I earn an executive salary working from home for different companies as an employee cold calling and have done for many years.

You'll always have individuals saying doesn't work or making stupid comments, there the people who gave up!

Astrofax

PS do use an easy to use database or design one in MS Access it really helps.

Just moved to California from Northwest Iowa, Just started working as a broker for the company that I drove for back in Iowa. Whitch is a small company and they dont have alot of time to be able to help me. Is there any companys that need help and have time to help me get started a little faster Have alot of time and money invested already

I would like to know realisticly how many parent brokers are going to let you come to work for them with out signing a contract to be exclusive to them? and If anyone knows the average split ... I have a co offering me 7% of the loads I book... then I see other companies offering 60/40 and so on... any help would be great J

Hi, I am currently working for a trucking company and they would like to seek more of their own direct customers. I have looked up several companies around my area and all of them are either not interested or are with someone else already. I have done cold calls by phone and I am wondering if door-to-door would be better or maybe another Idea?

Thanx

trishb in Mountain Top, Pennsylvania said: I am siging on with a company as an agent. One of my requirements is to have 5 contacts before I start. Can anyone help me out, I am stuck on what to say when making my phone calls?

Go and take a look at this disk. It will help you with "who" to call.

www.freightbrokersbuddy.com

Don't pay for leads. There is a great FREE resourse at

www.thomasnet.com

Arek in Waterloo, Ontario said: Hi, I am currently working for a trucking company and they would like to seek more of their own direct customers. I have looked up several companies around my area and all of them are either not interested or are with someone else already. I have done cold calls by phone and I am wondering if door-to-door would be better or maybe another Idea?

Thanx

Hello, it is really pretty simple when they are with someone else, cut the rate. We have carrier authority, and just getting our brokerage authority, however we already have 22 agents making phone calls. We are kind of doing things a little chicken chit because we have owner-operators that report to our agents what loads they hauled that were cheap because we know that most shippers today are paying right around that 2.00 mark, but yet the brokers are still paying 1.06 or less. If you want to become a freight broker, take my advice and be a fair one and pay a fair rate(LIKE 10% or less) or my agents will be coming along and swiping your freight guaranteed. We have as of now 134 shippers ready to use our service and we won't even start brokering freight until Jan 1 2008 and how many of them do you suppose already had someone else they were using? It is really pretty simple, shippers have no loyalty. Cut the freight rate a little bit, and pay the carrier more money than the broker that you took the account from, and life goes on.

u-turn

Does anyone know a broker in Austin who is looking to hire agents. I currently work for a broker working out of my own home but I rather work for a broker inhouse. I'm still a new agent and do not have a book of business.

The Freight Trainer in New Holland, Illinois said: Anyone who is going to charge you to work for them is riping you off. As said in the "The Search For The Holy Grail" Run Away! Run Away!

I understand why you would want to get into the industry, if you do not have a current book of business the likelihood of anyone talking to you is really a snowballs chance if you know what I mean.

Unfortunately there are very few companies that will give you a chance even if you have completed a training class. To my knowledge , we are the only trainers to that guarantee a position to our students. We also onlywork with accredited A-Rated / Gold Book Brokers.

What is a Gold book Broker??

send me some info on your company.

One who pays the carriers quickly and has established a reputation as a solid broker. You are given this status as a result of past performance.

eric thomas in buford, Georgia said: send me some info on your company.

Eric, please view my profile and contact me through our website.

Specialty Transport Solutions International, pays top dollar for top freight brokers. check us out.

hey everyone i was looking round how to become freight broker, is there anyone that can help me out?!?!?!

I was a traffic manager for Green Country Soils in Oklahoma for 12 years and now I am working from home for a local brokerage. 50/50 split . I have to find all my own shippers and that is something I am not real sure about. All I know is the soils and mulch industry and as I know too well most of it is cheap freight. I have 5 shippers now in the soil industry and am very grateful for them. I am quite familar with several types of transportation. I worked with flatbeds,vans,walking floors, and end dumps I also did intermodal and worked with railroad getting rates published for bulk goods we would use. I had about a dozen company trucks to keep running as well.I am familar with barges as well. I would like to have higher paying freight but do not know where to start. Can anyone offer advice ? suggestions ,anything?

DW in Oklahoma in Tulsa, Oklahoma said: I was a traffic manager for Green Country Soils in Oklahoma for 12 years and now I am working from home for a local brokerage. 50/50 split . I have to find all my own shippers and that is something I am not real sure about. All I know is the soils and mulch industry and as I know too well most of it is cheap freight. I have 5 shippers now in the soil industry and am very grateful for them. I am quite familar with several types of transportation. I worked with flatbeds,vans,walking floors, and end dumps I also did intermodal and worked with railroad getting rates published for bulk goods we would use. I had about a dozen company trucks to keep running as well.I am familar with barges as well. I would like to have higher paying freight but do not know where to start. Can anyone offer advice ? suggestions ,anything?

DW - I Have been my own agent for the past 19 mos, before that I was a dispatcher for a Landstar agent so i have dealt w/ larger companies. As it happened, i have dealt w/ some rather large corporations. If you want to find higher paying freight, brainstorm and find a nice where the commodity being shipped is of higher value. As I am sure you know, things like soil, mulch, and lesser valuable commodiies do not provide the shipper w/ higher revenues, so they have no way to pay higher freight charges. However a company like Caterpillar is going to pay a higher rate to ship an Excavator which costs 300k.I hope this is a helpful insight into the process, if you would like to speak about it further you are more than welcome to contact my by my email, which is listed in my profile. Cheers and Good Luck.

Heath Hardigree in covington, Georgia said: DW - I Have been my own agent for the past 19 mos, before that I was a dispatcher for a Landstar agent so i have dealt w/ larger companies. As it happened, i have dealt w/ some rather large corporations. If you want to find higher paying freight, brainstorm and find a nice where the commodity being shipped is of higher value. As I am sure you know, things like soil, mulch, and lesser valuable commodiies do not provide the shipper w/ higher revenues, so they have no way to pay higher freight charges. However a company like Caterpillar is going to pay a higher rate to ship an Excavator which costs 300k.I hope this is a helpful insight into the process, if you would like to speak about it further you are more than welcome to contact my by my email, which is listed in my profile. Cheers and Good Luck.

that is supposed to be niche sir...LOL...I am new here so....

DOES ANYONE KNOW HOW TO EDIT A POST? Thnx