The world is going through some tough times. Even with all of this going on,
great freight brokers are STILL prospecting hard and building pipelines.
They're building opportunities for shippers ready to bring them loads now, and in the near future.
Today I'm sharing my biggest tips to show YOU how to build pipeline during tough
times so you can be as successful as possible.
1) Understand your prospects CURRENT pain points
Right now your prospects have different problems to solve compared to
normal, so don't try and use old tactics.
Talk to them, listen to them, find out what their business is doing right now and what their new priorities are.
You use this information for other prospects, helping them see what other companies are doing.
2) Be more CREATIVE with your prospecting
For example:
A delivery company used to send a single egg to prospects packed and delivered to show how well they handle fragile
items.
Sending our brochure with a tea bag or Starbucks voucher so they can enjoy it while they read it.
Think outside of the box and find interesting and exciting ways to engage your prospects.
3) Go heavy on REFERRALS
Not only are referrals more likely to convert, but they're a much warmer place to prospect.
Many freight brokers have lots of existing and past customers they can go back through, and if you haven't done this yet, it's one of the best places to
prospect and build pipeline.
Especially during tough times when businesses are going to be A LOT more careful on how (and where) they spend their money, warm introductions and
referrals are very powerful.
4) Use as much TECHNOLOGY as possible
Through tough times it's important to streamline as much as you can
and make every minute count to be as efficient.
Now is the time to look for free trials, discounts, and platforms that are built to help you sell better and smarter.
5) Become a master of EMPATHY (& sales)
Show your prospects that you care, that you understand what they're
going through, and you're there for them.
Listen to them, but also help them see that buying now will actually help them in the long run.
It's about bringing empathy and sales together. Listen to them and show understanding, but also let them see that you will help them as
well.
6) Contact prospects OUTSIDE of working hours
Decision makers are often busiest during traditional working hours,
so why not prospect outside of them.
It's a good way to not only increase answer and response rates, but to also stand out from all the other freight brokers reaching them during the
day.
Weekends can also be an effective time to email and send LinkedIn messages to freight prospects.
7) Try HARDER than ever before
When times are tough, it's time to make extra calls, send extra
emails, do more social selling, and do as much as you can to help as many shippers with your freight service.
Not only will it help you get through the storm, but you come out the other side stronger and with a bigger pipeline to hit the ground
running.
Freight sales is a long game. Build relationships and focus on your freight prospect’s needs so they turn into returning happy
customers.