Lead generation is a difficult and time-consuming task but the success of your business hinges on identifying new prospects and attracting them to what you have to offer. The ultimate goal for your freight broker business (or any business) is to generate more leads to convert into customers so your business will grow. The suggestions below are designed to help freight brokers fill their sales lead pipeline. The more leads you have in your pipeline, the more prospects can be converted to customers which means more money for you and your freight broker business to grow and prosper.
Here are 10 places freight broker agents can generate leads to grow their business:
1. Start with people that you know – your current contacts: Ask friends and family where they work. Not every company requires shipping, but many do. A freight agent’s current contacts are a great source for leads, and once you get a lead inside an industry you can prospect other companies in the same industry.
2. Keep a notebook in your car/truck: You can write down names of companies you see on the road. Write down the company, any nearby landmarks, and any other information you can use to establish rapport during your conversation.
3. Referrals: As you get more customers and build a reputation, they will refer other customers to you. Companies that you’ve picked up from and shipped to are another good source, but wait until after the shipping is complete to contact them so you have success under your belt.
4. Companies in the same industry or companies you work with: When freight brokers tell companies they specialize in produce or lumber, they will establish expertise in the client’s eyes. Check shipping labels on produce or food for information on how they are shipped.
5. Check customers’ credit reference sheets for new leads: Mention that you were referred to them by the customer.
6. Go to Thomasnet.com: Start calling the customers on their list. There are 10’s of thousands of them. If you’re not comfortable with this, pick an industry you are familiar with and start there.
7. Look at where current loads are picked up or dropped off: Call these places. Usually they will tell you they do not have any loads that need to be moved, but if you are persistent, you will find they have loads that need to be moved.
8. Research the destination of your current loads: Companies in these cities will have loads to be moved, and know that they will get a better rate if you are already shipping to their city.
9. USDA produces a valuable resource at MarketNews.usda.gov: This can be a great resource for freight brokers and the prices and freight information are updated every Wednesday.
10. Go to ProduceMarketGuide.com: This has regularly updated information on produce. CareersInFood.com also has resources about food manufacturing. Manta.com gives in-depth information about companies, including email contacts.
These are just a few ways that freight agents can find new prospects but the ultimate success of your business depends on your actions. To be a successful freight broker agent, you must continue to put in the hard work of introducing yourself, your freight broker business and your services to new prospects regularly then continue that momentum by building relationships, stimulating referrals and finding additional opportunities when possible. Your reward will be a thriving pipeline that will skyrocket your business at high-times and help to carry you through slower times. Just like solidifying any good habit… lead generation cannot be a one-time activity but rather a way of life.