How to Get Shippers

 

Dealing with shippers is one of the single most important aspect of being a Freight Broker.  If you are unable to convince a shipper to allow them to let you try to move their freight, you make no money.  How is this process done?

 

Cold Calling

 

Cold calling shippers is one way to reach out to prospective shippers in an effort to get contracts to move their loads for them.  What script can be used to try to get a shipper under a contract?  First you have to get past the “GATEKEEPER”.  Who is this person?  The gatekeeper is the individual that receives the initial call and is not the person in charge but they can route you to the correct person.  An example of a person classified as a gatekeeper is a receptionist.

 

Gatekeeper call script example:  “Hi, my name is YOUR FIRST NAME HERE, and I am with YOUR COMPANY NAME HERE.  I was wondering if you can tell me who is in charge of shipping.” 

 

They will give you that person’s name/email and may even offer to transfer you through to them directly or their voicemail.  Of course, this is what you want to happen.  Once transferred to the person in charge, now you need to speak to them.

 

Shipper call script example:  “Hi, SHIPPER FIRST NAME HERE, this is YOUR FIRST NAME HERE with YOUR COMPANY NAME HERE.  I have trucks in your area daily and I was wondering what I need to do to help you move some freight?” 

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Once a shipper hears that, they will either say:

 

“We do not use brokers”, or

 

“We do not need brokers at the moment, but check back in a few months”, or

 

“Can you send me a lane quote” (at which time you would ask them for the lane information), or

 

“Can you send me a shipper packet?”

 

One of these responses or others you will receive.  Let’s say the shipper wants the shipper packet from you.  At this point, get their contact information, such as phone number with extension and email.  Send the shipper packet.

 

Email marketing

 

Email marketing is also another way to reach prospective shippers.  Keep the emails short and to the point as if you were on the phone or in person with the prospective shipper.

 

https://hunter.io/   Hunter.io is a good email resource for locating shippers.

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Personal visits to shipping facilities

 

If you have shippers who are local to where you live, drive to these locations and try to speak directly to the people in charge of shipping.  The benefit of this is that they see you in person and you shake their hands and actually speak with them.

 

Consider joining social media shipping and transportation groups

 

Facebook, LinkedIn, and even Twitter or Instagram may have shipping, logistics or transportation groups you can request to join.  They may ask you a serious of questions from the administrator of the group.  Once approved to join the group, you can now begin to network with them and offer your service as a freight broker/agent wanting to move their freight/loads.

 

FACEBOOK:  www.facebook.com

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LINKEDIN:  www.linkedin.com

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TWITTER:  www.twitter.com

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INSTAGRAM: https://www.instagram.com/

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Consider joining Shipping Associations/Membership meetings

 

There are various shipping and transportation/logistics association membership club meeting held either monthly, quarter, semi-annually, or annually at convention centers all over the country.  Consider at least attending these to simply initially meet and greet.  Shake a few hands and then present the service you can potentially provide for them as a broker/agent.