What I Learned From 28 Years of Cold Calling

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 Cold calling gets a bad rap. It’s time-consuming, and most people don’t have time to talk to strangers on the phone who are simply trying to sell them something. Cold calling has gotten such a bad reputation that even professionals dread doing it but the super salespeople enjoy it and I was in that group.

FACT: The best way to find clients is to call them.

To generate leads and clients for your freight broker career, you must overcome your fear of rejection. Most people are intimidated by talking to strangers on the phone. Just remember they will forget you one minute after you hang up so you should always try in finding prospects. Seriously, it is not a big deal. All shippers have phones for a reason, to talk to people that can assist them!

Here are some steps and tips that will help you succeed.

Use an accurate and affordable shippers list that will provide you with important facts about the company, such as number of employees, location, and so on- which most lists will have. HOWEVER, National Shipper List is the ONLY data list company that provides freight brokers with the name, job title, email, phone of the exact person responsible for shipping freight for that company. This is who you must talk to and try phone sales.

Your mindset is the key to winning more shipping clients. Rather than thinking it is a rude and uninvited cold call, make it a warm and inquisitive inquiry offering to assist them with their shipping needs.

Develop a pitch or script. It’s vital to keep in mind that if done correctly, the tone of your voice and your pace will relay confidence. Keep in mind you are calling a person doing their job, and it’s a busy and important job, so keep it direct, to the point, and simple. National Shipper List offers a sensational free script to use when calling a shipping manager.

Assume a positive response every time. Those that say no, are not saying no forever. They are saying no for today or this week. Next week or next month is a new opportunity.

Keep notes on who you spoke with, what they said, the facts, and any changes such as the name of the new shipping coordinator.

Call no less than 100 shippers every day. Once you are comfortable- perhaps after 60 days, invest in an automated dialer and set it at calling 300 per day and your sales will triple.

Good luck and start calling.

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