Find In-House Freight For Your Trucking Business
If you want to find in-house freight for your trucking business, those brokered loads are a great way to get started. After all, you already have a feel of how that customer does business, and what’s important to them. You know if they hold drivers up for hours, always ship heavy loads and are a general pain in the butt to deal with.
You know the customers you’d like to deal with and call your in-house customer. Let’s brake this down to three steps. With these steps in mind, you can identify your prospects and know what message you want to convey in a sales call
1. Realize The Broker’s Goal
Key words here. BACK HAUL. If the shipper has contracted with a broker for most or all of their freight, that freight is being marketed as a back haul. We all know how the broker is going to try to sell this load. Just find a trucker whose trying to get home, or back to a better paying load. Or find a company trying to re-position a truck. This load is marketed to meet a need other than paying well.
The shipper, receiver and product all become a secondary concern to the carrier, big or small. Of course, the load will be delivered, but the shipper’s needs aren’t the first concern.
[bctt tweet=”Let potential customers know they aren’t just another back-haul. Their customer is your first priority. ” username=”truckingpodcast”]
The inconsistency of who’s picking up and delivering these loads may also be an issue. One load ships with a new, inexperienced driver. The next load ships hours behind schedule because the truck wasn’t on time. Another driver shows up a day early, pressuring the shipper to get him loaded because he has to be somewhere.
Spend some time writing down all the holes in the brokered load scenario. You’ve been there many times. The loads get delivered, but will they be on time? Will the driver be a total pain in the butt to the shipper or receiver?
2. Identify What You Have To Offer
As a carrier servicing your own account, your goal is considerably different. Your number one concern is servicing the account. You have a bigger stake in showing up on time, delivering on time and offering fantastic customer service.You’re focusing on their needs. Not your burning desire to get somewhere fast.
The shipper will not have to worry about your equipment or how much you can haul. Some sweaty goober who hasn’t showered in a week isn’t going to show up at their customer’s dock, complaining about his need to get somewhere. You’re going to show up, on time, with what you need to get the job done. You’ll treat every receiver as if your business depended on it, because it does.
As the Hours Of Service become more of an issue, you will always be the guy who shows up with enough hours to get the job done. You also have the ability to think on your feet should something go wrong.
There’s reassurance in shipping with a well trusted carrier. Even more when it’s the same trucker every time. You have character no broker can provide. There’s no luck of the draw when they ship with you.
You’re also easy to get in touch with. Should something change, they call you. Not a broker who calls a carrier, who then sends a digital message to the driver. After all that, reverse the process to get a response.
Undoubtedly, you can think of dozens more for this list. Nail them down. Write them down. They are what you have to offer. You may have a lighter truck and trailer, or you don’t mind driver assist freight, multi-stop loads or loads to out of the way places. You’re their man, for a the right price.
3. Identify Those Shippers Who Actually Care
Reality check. Some of these shippers may not give a rat’s ass. They ship a bulk product and it just doesn’t matter. But even they may have those problem loads that you can serve. It’s your job to remind them, you just might be their guy.
Don’t thin this list too quickly
It doesn’t take long to call on a prospect. As you call on these shippers, you’ll get a lot of nos, a lot of maybes and an occasional yes. Be sure to follow up every one of them. Things change, businessmen talk and you never know what opportunities might surface down the line. Just get in front of these people, remind them exactly what you have to offer and leave them your contact information.
Lather, rinse, repeat. That’s how sales work. As you continue to work your desired lane, keep identifying, calling on and calling back on those customers you would love to call your own. You can find in-house freight right there in your own back yard. Just remember what you have to offer.
You can find the best loads, more loads and the information you need to get the best rate at Trucker’s Edge. Follow the link and get your first 30 days free.