Calling freight prospects can be one of the most challenging and daunting aspects of freight sales. It involves contacting prospects who have no prior knowledge of your freight service, and convincing them to take an interest in your
offering. With the right approach and techniques, calling will be HIGHLY EFFECTIVE, and help you generate new business and increase revenue. Below I'll discuss some of the most
important calling tips that help you become more successful and get MORE results from your calls. 1) Follow A WINNING Script One of the most important things you do
before making a call is prepare a script. This ensures that you're organized and have a clear idea of what you want to say. Your script must include an introduction, a brief overview of your freight service, and a call to action. Your script must not sound rehearsed or robotic. You must be able to adapt it to the
situation and respond to any questions or objections that arise. 2) RESEARCH Your Freight Prospects Before making a call, research your
freight prospects. This helps you understand their needs, preferences, and pain points, and tailor your message accordingly. Use social media, online directories, and other sources to gather information about your prospects. This also demonstrates that you've taken the
time to learn about their business, and are genuinely interested in helping them. 3) Focus On Benefits Not Features When making calls, focus on the benefits
of your freight service, rather than its features. This means highlighting how you can solve your prospect's problems, improve their business, or help them achieve their goals. This helps you build rapport and establish a connection with your freight prospect. Avoid using technical jargon or industry buzzwords, as this will confuse or alienate your prospect. 4) FOLLOW UP And Keep Following Up Following up is a
crucial part of the calling process. This means contacting your freight prospect again after the initial call, and providing additional information, answering questions, or addressing any concerns. Following up demonstrates that you're committed to helping your prospect and helps
you establish a long-term relationship with them. It is important to follow up in a timely and professional manner, and respect your prospect's time and preferences. 5) LISTEN And Give Them 100% Of Your Attention Active listening is a key skill in calling. This means paying close attention to your prospect's needs, concerns, and objections, and responding appropriately. Active listening also involves asking open-ended questions, clarifying information, and summarising key points. This again helps you build trust and credibility with your prospect, and demonstrates that you're genuinely interested in helping them. |