Notes

Questions you might can ask on call –
- what's the decision-making process for adding new transportation partner at your company?
- -- Hey, my name is this and my company name is xyz logistics, we help companies like you to move your freight and i was wondering if you need help to move your truck load?
- May I know the process for new logistic partner to get set up with your company as a carrier?
- I know you’re probably busy guy right now, but I’d like to land a hand and see might be able to help you that change, how you guys do business and are you trying to add new Vendor in Gaps?
Need to build strong report -
asking for soft commitment - it's not about the first or second call, once you had words with cx so many times and he shared a bid package or lane package with you, you can ask " Well, if i can come back with the fair pricing fair rates, now I'm not promising the cheapest price but fair would you consider giving us an opportunity to prove ourselves as a new logistics partner? then zip and listen
Yeah, I'm going to share my company information with broacher, I'm not saying that give me load right now, just requesting you to please go through my company documents and revert me on email that you've received it, and if possible, share your any of preferred lane package or Bid package so that I can share my best not cheapest, but best price and services with you.
and in future we look forward to do business with you once you will satisfy with all of my information, i wish that sound good to you?
you just need to check or read their mind, and they can only say three answer - yes, no or may be
If say no - I appreciate your honesty JOHN, one more question, before i go, how does your company plan to overcome the recent capacity and rate volatility in market?
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Tips of outbound calls
Sound’s differently, don’t sound as other people are doing. The way you sound, is to take a different approach rather than calling up.
Be confident – sound positively and confidently
Be unique - Be educated about their products, services, industry, those of the things that stand out.
Try to talk about their company, products, services, issues and try to mitigate it. talk like if you want to decrease late pickup, late delivery, do you want to improve supply chain, or want less cx complaints about delivery, I can help you out and compelling about them
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How to get BUZ from shippers?
Not to sound as other people doing, sound confidently, differently, talk differently, search about company and to make repo building, take info online about company and use it while talking.
For exp : I've read about your company, you bought new company or starting enhancing business, that sounds really exciting, first of all, I'd like to congratulate for this. and I just want to let you know that we specialize in this nitch and I was curious, you know whenever this aquation, usually their lot of turmoil inside the business thriving to melt everything together. i know you're probably busy guy right now, but I would like to land a hand and see might be able to help you that change, how you guys do business and are you trying to add new Vendor someone in gaps?
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How to get BUZ from shipper who has own vehicle? or if shipper has own transportation, then how to become carrier?
I understand, you've your own trucks or fleets that is really great, however, you know there is always overflow where you don't want to put your own trucks so if you want, I can help you out to give my services.
sometime what happen, you take a load from A location to b, once it got delivered, you don’t have option to load it again from location B, so it returns will back without load, you're getting same cost for driver and for fuel, other expenses, you know transportation is a huge cost and every penny make a pound, so that kind of loads I can handle it for you. I wish that sounds good to you, is it?

Also can ask about if they used inbound freight like to manufacture something, they can use Carrier.
Develop relationship with the shipper who already has carrier, you might have the potential of leveraging their fleets part of the network because of most of the time they gave work on relationship based.
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How to handle cx how it is cx routed?
Okay that great, your business is cx routed but do you need carrier while manufacturing your products, like components, pieces, sourcing, parts and do you need Vendor to purchase to manufacturing your things?
And ask about if they need inbound freight like to manufacture something they can use carrier.
I understand that your cx routed to the freight for the product they buy, but what about the products, pieces, sourcing, components, parts as you used to assemble and put this product together? what about the inbound freight like away from the cx routed?
Please keep in your mind, as everybody has some sorts of inbound freight.
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How to get attention from the shipper?
Be unique, different, make personal connect, gather company info, about their products
Knowing- they should know you, where are you from, what is your company name, your name
Like – talk like this, they will start liking you while talking
Trust – build your trust, cx should rely on you.
Develop repo with cx while talking, identify their needs (know about their product, dry or frozen), then schedule follow up (take follow up time to time)
Make sure, always work with good people, system (set up your mind), marketing (once build repo, then start advertising your product or services)

Credit, volumes, margin.
Volumes – if cx don’t have much volumes, don’t take time on that.
Margin – If cx is not willing to giving margin, don’t waste time. (sometime cx handle freight by own, so not willing to give margin)
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8 questions you can ask from cx –
1 - what are the top most challenges you are currently facing now? you can frame to company or logistic manager or transportation, then zip your lip and listen carefully
2 - what you do like most about your current provider?
3 - what's the decision-making process like for adding new transportation partner or provider at your company?
4 - how do you see your needs changing in the next 12-18 months? (the only constant in business is change)
5 - what would you have for your boss to give you a great review and possibly a raise in the next year, maybe I can help you?
6- what are the top 3 metrics that you would use to evaluate success when working with me?
7- Well, many people we talking to are reporting problems with "X" how is this affecting you??
IN X you can use his company, his department, affecting his personality, or his life
8- how much time do you currently spend per week fixing issues related to your current transportation providers?
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tips before calling
don’t ask directly shipping or logistics
do some research, check company products, company shipping manager, then ask directly by name of concern person
-mind set - positive mind set, growth mind set, don't be negative, always be positive while calling with confidence bcs people buy people.
-gather sales intelligence - gather some info about company so it will enhance the opportunity to work with (like geography, where they are located, state or city, industry - product, they're using,
- Practice your pitch - don’t speak like you're reading, speak confidently, don’t' sound like you're new in buz, practice to speak your speech confidently, you've to be conversation with person. (Practice your pitch in front of mirror or while driving or when free
-Hey Joe - you should already know the name of concern person, always ask, hey name of person, how are you? or can you connect with me with JOE?
-it's not about you, it's about them -
- be brief but gain ground - very rare to get load on first call, so gain ground, gain some additional info regarding company, so that you'll get best opportunity to help to move freight.
ask about lane or bid package, so you do have any bid or lane package so that I can help you with the best price?
-tell a quick story or a fact that is relevant to them - always talk relevant to them.
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How to pick freight to start with? like produce, steel or something else?
1-you can focus on Dry van, Reefers or flatbed.
2- industry wise like produce, fresh, frozen, pragmatical
3- geography - select region where you can cover and which region has more business
4 - hybrid - combine first three, pick geography, equipment type, then commodities
if you want to be successful in freight broker business, start one by one, firstly choose equipment, (truck- dry van, reefer, flatbed), commodity (produce, fresh, frozen etc.), region -(where the specify commodity existing), HYBRID (combine first three and start focus on particular area)