To grow your freight brokerage business, you need to generate shipper leads and close deals. These responsibilities must be fulfilled while successfully arranging for the transport of freight. When time is money, efficiency is key. In this highly competitive business, you do not have any time to waste. If you are looking to learn how to find customers for freight brokerage, this guide is for you. Read on to learn 8 tips to get shipper leads.
8 Ways To Find Clients as a Freight Broker
How do freight brokers find shippers? Let’s take a look at a number of ways freight brokers can find shipping leads.
1. Expand Within Your Clients’ Companies
Your existing clients may be the connection to a larger client base. It’s likely that some or many of your clients are part of larger companies with other branches, divisions, or subsidiaries. Research the other parts of your clients’ companies to gain insight into aspects of their shipping needs. Do they move products you are experienced in shipping? Do they operate in regions included in your network? If the answer is possibly or yes, reach out to your contact at the company and begin a conversation about expanding your services to other areas of their company. If you have a strong relationship, they may be willing to connect you directly with the right contacts in other departments.
2. Look Up and Down the Supply Chain
The supply chain is a giant web that can be traced in many directions. One way to expand your client base is to look down the supply chain and reach out to your client’s clients. Alternatively, you can look up the supply chain to see if your clients’ suppliers need your freight brokerage services. This is a good way to expand your business where you already have established carrier connections and shipping lanes.
3. Make Cold Calls
Cold calling is often a dreaded activity for both the person making a call and the person receiving the call. However, with a bit of research and strategic planning, cold calling can be productive and beneficial for both parties. Before you start dialing numbers, research the company. Review their website and utilize your network to make sure you have the contact information for the right person and have some insight into where your services and their needs may align.
4. Utilize Social Media
Social media platforms like Facebook, LinkedIn, and Instagram are excellent channels for expanding your business. You can conduct research, make connections, and share professional content. On these platforms, it is easy to see if you and a potential client have mutual connections who may be able to facilitate an introduction.
5. Create a Referral and Rewards Program
Client referrals are an excellent networking strategy. A referral program can incentivize your satisfied customers to tell their colleagues about your freight brokerage services. Create a system to make the referral process straightforward. It’s a good idea to make it as easy as possible for happy customers to connect others with your services. Provide positive reinforcement with a gift or discount on future services.
6. Reach Out to Similar Businesses
If you specialize in shipping a specific type of freight, networking within this category is an excellent strategy. Use Google and social media to find companies that may benefit from your services. Differentiate yourself from other freight brokers by pitching the benefits of your unique expertise.
7. Offer to be a Backup
You may be tempted to move along when a shipper tells you they already have a freight broker they trust. However, that does not have to be the end of the conversation. Offer to join their reserve list to serve as a backup freight broker in case their current freight broker is unable to fulfill their shipping needs.
8. Offer a Free Audit
There is another way to respond to a freight broker who declines services because they already have a freight broker. You can offer to conduct a free audit to see if you can beat the rates they are getting from their current freight broker. Even if you cannot offer a lower price, this approach is beneficial because it allows you to see how the competition is doing business.
First Star Logistics Freight Brokerage
First Star Logistics is a unique, asset-based global logistics provider. For more industry insight, visit our blog.
If you are looking to begin or advance your freight brokerage career, consider working with us. We are looking to expand our brokerage department by hiring enthusiastic individuals who want a fast-paced career in the logistics industry. We empower you to succeed by allowing you to create your goals, build your networks, and make your own money. To join our freight brokerage team, contact us today.