There is no doubt that Freight Brokers must understand the service processes. Freight brokering is such a competitive market you must provide proper Service. You must understand each individual clients needs. And provide proper customer service
1. Position your service values early
It is important so that you show a high value to customer service early in the negotiation process.
2. Learn client’s vital information by asking proper questions
Seasoned freight brokers ask 2 -3 times more questions. A cardinal rule is to get vital information to ensure proper customer service.
3. Know the client’s needs
There is nothing more frustrating for you client than poor service or to get the feeling that you could care less whether you continue to provide service to them. What some freight brokers seem to forget is how willing and likely clients are to share their bad service or tell their network about who not to do business with.
Here are some ways to ensure you drive your customers away:
1. Don't call your customers back when you promise them you will
2. Ignore your customers by not staying in contact with them
3. Make sure you don`t call them back with vital information
4. Have your customer's phone calls be placed on hold by an automated voice machine
5. Spend more time telling your customers what you can't do instead of what you can do
6. Have a staff full of unhelpful or rude employees
7. Make the clients feel like it is a privilege to work with your freight brokerage
8. Have a staff with an "I can't be bothered" attitude
9. Provide a complicated process for your customers to talk with top management
10. Have a very difficult process to contact you after hours
A1 Freight Training on Freight Brokering
Freight Brokers Must Be Efficient At Building Business Relationships
It is essential to your freight brokerage business success to develop strong business relationships with your clients. Doing this can improve your company's reputation, advance your company's status, and guarantee client loyalty. Take some time to find different ways to strengthen your professional relationships and then make those activities a regular part of doing business. It is important to keep your business at the forefront of your customer's mind. The stronger the bond, the more likely the client will use your service. Once you are working with a new client, it is important to keep that relationship. You must become more than a just another "Broker" to your Clients.
Here are some tips that will help you build on your Customer Relationships
• Gather your clients email and mailing addresses.
• Send thank you notes or follow up cards
• Create a website that contains information that your clients will find beneficial
• Work with and for clients that hold the same values that your company holds
• Take the time to establish rapport and understand their needs
Here are some tips that will help you build on your Customer Relationships
• Gather your clients email and mailing addresses.
• Send thank you notes or follow up cards
• Create a website that contains information that your clients will find beneficial
• Work with and for clients that hold the same values that your company holds
• Take the time to establish rapport and understand their needs
Freight Brokers/ To Be a Better Salesperson, Don't SOUND Like One
Freight Brokers ...... why in the world do some pepole feel like they must sound like a seasoned freight broker when they are new to the industry? Yes it is important to be knowledgably but this only comes in time I have been in the industry for 30 year and guess what I learn new things everyday it Tooke me 30 years 1 day at at time get 30 years and it did not happen any faster so relax
Here are some tips that will help you from Art Sobczak
Just wondering ...... why in the world do some salespeople feel like they must sound like a salesperson when they get someone on the phone?
What is it about presenting ... whether it be selling by phone or speaking before a group that
causes some people to cinch up and sound like the synthesized voice that gives the phone
number on directory assistance?
I spend a lot of time on airplanes, and can't tell you the last time I actually listened to the flight attendant giving the speech about the flat end going into the buckle. Oh yes I can, I flew Southwest a couple of weeks ago and, as many of their attendants do, this one delivered the announcement like they were actually talking to a person, and with humor and enthusiasm. That got my attention.
The bottom line is that on the phone, sounding canned, like you're reading something, or like you've just been awakened at 3:00 a.m. is detrimental to your success.
But, many people sound that way. And many of those don't realize it. Here are a couple of points to keep in mind.
We tune out--and are often annoyed by--unemotional, canned messages. Think about the sales calls you have received at home ... the ones that follow the couple of seconds of dead air after you pick up the phone and say "Hello ... hello ...?"
You first hear the din of what sounds like a noisy restaurant, and the monotone voice greets you with,
"Hello, can I speak with (bad mispronunciation of your name)?"
Then they begin reading a script.
Likewise, think about some really bad acting you've seen in a play or movie. It looks and sounds stilted ... unnatural, like it's being read. It has the same turn-off effect.
People will speak with those who sound conversational.
What more can I add?
But please don't misunderstand me on one key point:
Preparing what you'll say and scripting your opening is still the best way to approach a call. But never, ever, SOUND like you're working from an aid.
As I always say, the worst time to think of what you'll say is as it's coming from your mouth.
Exercises
So, what to do? Easy. The better prepared you are, the more natural you will sound. "Humanize" your calls. Remember, you're talking to another person, not at a phone instrument. Listen to your calls on tape, and ask yourself, "Would I talk to friend like this? Does this sound natural?"
Prepare your openings and recite--not read--them into a tape player. Pretend you are talking to a good friend in a social setting.
The less you sound like a salesperson, the more you'll sell.
Here's to making this your best week ever!
Here are some tips that will help you from Art Sobczak
Just wondering ...... why in the world do some salespeople feel like they must sound like a salesperson when they get someone on the phone?
What is it about presenting ... whether it be selling by phone or speaking before a group that
causes some people to cinch up and sound like the synthesized voice that gives the phone
number on directory assistance?
I spend a lot of time on airplanes, and can't tell you the last time I actually listened to the flight attendant giving the speech about the flat end going into the buckle. Oh yes I can, I flew Southwest a couple of weeks ago and, as many of their attendants do, this one delivered the announcement like they were actually talking to a person, and with humor and enthusiasm. That got my attention.
The bottom line is that on the phone, sounding canned, like you're reading something, or like you've just been awakened at 3:00 a.m. is detrimental to your success.
But, many people sound that way. And many of those don't realize it. Here are a couple of points to keep in mind.
We tune out--and are often annoyed by--unemotional, canned messages. Think about the sales calls you have received at home ... the ones that follow the couple of seconds of dead air after you pick up the phone and say "Hello ... hello ...?"
You first hear the din of what sounds like a noisy restaurant, and the monotone voice greets you with,
"Hello, can I speak with (bad mispronunciation of your name)?"
Then they begin reading a script.
Likewise, think about some really bad acting you've seen in a play or movie. It looks and sounds stilted ... unnatural, like it's being read. It has the same turn-off effect.
People will speak with those who sound conversational.
What more can I add?
But please don't misunderstand me on one key point:
Preparing what you'll say and scripting your opening is still the best way to approach a call. But never, ever, SOUND like you're working from an aid.
As I always say, the worst time to think of what you'll say is as it's coming from your mouth.
Exercises
So, what to do? Easy. The better prepared you are, the more natural you will sound. "Humanize" your calls. Remember, you're talking to another person, not at a phone instrument. Listen to your calls on tape, and ask yourself, "Would I talk to friend like this? Does this sound natural?"
Prepare your openings and recite--not read--them into a tape player. Pretend you are talking to a good friend in a social setting.
The less you sound like a salesperson, the more you'll sell.
Here's to making this your best week ever!
Freight Brokers/decisions and actions
Freight Brokers you should concern yourself in terms of decisions and actions. Some choices are considered to be good and some are not. A lot of the choice depends on the perspective of what is good for the business.One common earlier point of view is what is good for the business. All economically profitable actions and decisions are considered to be good in this perspective. All organizational behavior of the individuals and groups is oriented in such perspective towards profit generation with a single minded focus.
The danger with such a view or behavior is that sometimes it can be damaging your relationship with your customers. Laws which govern the logistics business behavior and choices deal with legally right and wrong aspects; they do not and cannot deal with morally right or wrong choices.
And this can lead to 'clever' legally defendable, but otherwise damaging choices, damaging to customers, to society, to government and your business. An emerging point of view which is slowly gaining wider acceptance is that the greater good of all needs to be considered and organizational choices have to be made in line with such considerations, if the business has to be considered as operating with business ethics.
Social responsibility of business is the basis of this school of thought. This is necessary not from the point of a good freight broker, it is also necessary to build an acceptable image of the business in the eyes of your customer, and thereby for its service that sells well. It makes good business sense to take such decisions which are right in this perspective and to build on them.
Watch the video
The danger with such a view or behavior is that sometimes it can be damaging your relationship with your customers. Laws which govern the logistics business behavior and choices deal with legally right and wrong aspects; they do not and cannot deal with morally right or wrong choices.
And this can lead to 'clever' legally defendable, but otherwise damaging choices, damaging to customers, to society, to government and your business. An emerging point of view which is slowly gaining wider acceptance is that the greater good of all needs to be considered and organizational choices have to be made in line with such considerations, if the business has to be considered as operating with business ethics.
Social responsibility of business is the basis of this school of thought. This is necessary not from the point of a good freight broker, it is also necessary to build an acceptable image of the business in the eyes of your customer, and thereby for its service that sells well. It makes good business sense to take such decisions which are right in this perspective and to build on them.
Watch the video
Freight Brokers: Nurture Your Enthusiasm
Freight Brokers Ralph Waldo Emerson once said, “Nothing great is ever accomplished in life without enthusiasm.” You have to have a passion to see something great happen. That’s why you need to nurture your enthusiasm if you want to change.
Freight Brokers If you say, “Well, I kind of, sort of, maybe things will get better” it isn’t going to happen. If you say, “Well, I’d like to find better clients and better paying loads” it isn’t going to happen. But if you are passionate about your goal it will become reality.
Unfortunately, it’s easy to lose your enthusiasm. So how do you maintain it? Speaking from personal experience, it takes more than psycho cybernetics. It takes dedication.
“Never be lacking in zeal, but keep your goals, Be joyful in hope, patient in affliction, faithful in dedicated work ethics.”
“work Joyful stay hopeful” – even when things go wrong, hang on to your hope in and it will give you joy. There are those who Dream and Wish, and there are those who Dream and Work."
“Be Patient in hard times” – Remain patient because you will use whatever you’re going through for good. Be too positive to be doubtful, too optimistic to be fearful and too determined to be defeated"
“Dedicated work ethics.” – When tough times come, you have a choice: you can either start believing all the negativity or you can panic and give up. Or you can be dedicated and follow you it with good work ethics, the difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack in will
Success Is a State of Mind
Freight Brokers If you say, “Well, I kind of, sort of, maybe things will get better” it isn’t going to happen. If you say, “Well, I’d like to find better clients and better paying loads” it isn’t going to happen. But if you are passionate about your goal it will become reality.
Unfortunately, it’s easy to lose your enthusiasm. So how do you maintain it? Speaking from personal experience, it takes more than psycho cybernetics. It takes dedication.
“Never be lacking in zeal, but keep your goals, Be joyful in hope, patient in affliction, faithful in dedicated work ethics.”
“work Joyful stay hopeful” – even when things go wrong, hang on to your hope in and it will give you joy. There are those who Dream and Wish, and there are those who Dream and Work."
“Be Patient in hard times” – Remain patient because you will use whatever you’re going through for good. Be too positive to be doubtful, too optimistic to be fearful and too determined to be defeated"
“Dedicated work ethics.” – When tough times come, you have a choice: you can either start believing all the negativity or you can panic and give up. Or you can be dedicated and follow you it with good work ethics, the difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack in will
Success Is a State of Mind
Freight Brokers points to Effective Negotiating
Freight Brokers opportunities to negotiate arises every day. Sometimes they are small; there are other occasions where the negotiation can be very impactful, knowing how to properly negotiate the deal can help make the transaction be more pleasant for everyone involved and better your chances at getting what you want.
Always Ask
You never know what you can get unless you ask. So many of freight brokers do not get what they deserve simply because they do not ask. Negotiation should be one of the most-used tools in your business. You must master the art of asking.
Know What You Want
It is difficult to have a successful negotiation if you don’t know what you want out of it. Once you have considered the possible outcome, you can decide how you will respond if it does not end up in your favor. Having a clear vision of the desired final outcome on this mutual agreement will make it easier for you as you work your way through the negotiating process.
Prepare for the Type of Negotiating You Will Be Doing
Les Brown said, “It is better to be prepared for an opportunity and not have one, than to have an opportunity and not be prepared.” Understanding the different types of negotiations will determine how much preparation you will need. There are five types of negotiations and understanding them will determine how much preparation you will need.
Practice, Practice, Practice
Negotiation is a skill, which means it can be learned by anyone. It may not happen immediately; practice will be needed. Put aside the fear factor and start. Why freight brokers do not negotiate more often? Number one reason: fear of confrontation. The number one area that most freight brokers do not negotiate? Freight rates. When you do not negotiate for your better freight rates on every load, you earn by default, meaning you get whatever they decide to give you. Be committed to the win-win-win. You are not going in for the kill. You are going in to reach a mutual agreement on solving a common problem.
Always Ask
You never know what you can get unless you ask. So many of freight brokers do not get what they deserve simply because they do not ask. Negotiation should be one of the most-used tools in your business. You must master the art of asking.
Know What You Want
It is difficult to have a successful negotiation if you don’t know what you want out of it. Once you have considered the possible outcome, you can decide how you will respond if it does not end up in your favor. Having a clear vision of the desired final outcome on this mutual agreement will make it easier for you as you work your way through the negotiating process.
Prepare for the Type of Negotiating You Will Be Doing
Les Brown said, “It is better to be prepared for an opportunity and not have one, than to have an opportunity and not be prepared.” Understanding the different types of negotiations will determine how much preparation you will need. There are five types of negotiations and understanding them will determine how much preparation you will need.
Practice, Practice, Practice
Negotiation is a skill, which means it can be learned by anyone. It may not happen immediately; practice will be needed. Put aside the fear factor and start. Why freight brokers do not negotiate more often? Number one reason: fear of confrontation. The number one area that most freight brokers do not negotiate? Freight rates. When you do not negotiate for your better freight rates on every load, you earn by default, meaning you get whatever they decide to give you. Be committed to the win-win-win. You are not going in for the kill. You are going in to reach a mutual agreement on solving a common problem.
Freight Broker Changing Your Perception Will Take Concentration
Do not conform any longer to the pattern of negative thinking, but be transformed by your positive mind set If you want to have lasting change in your freight broker business life, you need to refocus your mindset.
Specifically, you need to change your thought patterns from focusing on what is not happening in your fight broker business -- to focusing on what is happening. Whatever you focus on is what you move toward.
Blueprint to change your thought patterns
•“Do not conform …” don’t conform; don’t try to be like anybody else. How often do we let other people shape our lives?
•“… Any longer …” There are a lot of negative things you start doing by copying others If you want to change, you have to change your mindset and the way you view things . You need to replace the old, unhealthy pattern with a new one
How does this happen? I think it's rather simple to be honest. It comes down to what you see yourself as. Do you see yourself as just an average freight broker, with average skills? If that’s the case, you will do average work, average hours and you will come across as average people.
If however you change your mindset and view of yourself, and thus become much more motivated, their work and success would naturally reflect this simply due to you changing the way you think. That's why when you're on a roll, the sales just keep coming and you feel like you're unstoppable.
If one can harness this mentality and turn it into a passive skill, you will no doubt be successful in your career, and at the top rather than the bottom. You’re going to have to let go of the old attitudes, the old thought patterns, the old images that you’ve been living with so you can put on a changed mindset.
You must learn to have you’re mindset on Passion and Motivation. With passion and perseverance one becomes a top performer. Having said that one needs to be self motivated all the time; without expecting any pat in the back, continue to perform well.
You must learn to walk by faith and not by sight. We are not governed by any negative things we see going on. Instead, we are governed by faith. Faith is kept alive by our hope, and hope is activated by consistent and fervent confession of the Word of God;
The question isn't who is going to let you; it's who going to stop you.
from Being the winning Freight Broker or Freight Agent You Are
Specifically, you need to change your thought patterns from focusing on what is not happening in your fight broker business -- to focusing on what is happening. Whatever you focus on is what you move toward.
Blueprint to change your thought patterns
•“Do not conform …” don’t conform; don’t try to be like anybody else. How often do we let other people shape our lives?
•“… Any longer …” There are a lot of negative things you start doing by copying others If you want to change, you have to change your mindset and the way you view things . You need to replace the old, unhealthy pattern with a new one
How does this happen? I think it's rather simple to be honest. It comes down to what you see yourself as. Do you see yourself as just an average freight broker, with average skills? If that’s the case, you will do average work, average hours and you will come across as average people.
If however you change your mindset and view of yourself, and thus become much more motivated, their work and success would naturally reflect this simply due to you changing the way you think. That's why when you're on a roll, the sales just keep coming and you feel like you're unstoppable.
If one can harness this mentality and turn it into a passive skill, you will no doubt be successful in your career, and at the top rather than the bottom. You’re going to have to let go of the old attitudes, the old thought patterns, the old images that you’ve been living with so you can put on a changed mindset.
You must learn to have you’re mindset on Passion and Motivation. With passion and perseverance one becomes a top performer. Having said that one needs to be self motivated all the time; without expecting any pat in the back, continue to perform well.
You must learn to walk by faith and not by sight. We are not governed by any negative things we see going on. Instead, we are governed by faith. Faith is kept alive by our hope, and hope is activated by consistent and fervent confession of the Word of God;
The question isn't who is going to let you; it's who going to stop you.
from Being the winning Freight Broker or Freight Agent You Are
What’s the difference between successful and average freight broker or freight agents
You may be asking the question? What’s the difference between successful and average freight broker or freight agents let me take a moment and brake it down for you.
Successful freight broker/agents live by "design", average ones live by "default".Unfortunately successfulness must come from a natural motivation, discipline, and ability to constantly seek improvements in process.
Those who are not as successful are often just going through motions that they barely understand. And no, it doesn't occur to them to "self-improve" or to emulate their successful colleagues, they are very different people.
Successful logistics professionals are driven by passion, optimism, perseverance and most certainly results commitment whereas average freight broke/agents look for excuses, are pessimistic and don't have the fire to succeed.
In other words, successful logistics professionals have that "fire in the belly"
The objective of any logistic leader has to be to make average = successful. If average = unsuccessful I would suggest that the business has serious problems which need attending to. for your business to flourish. Generally it is the extremes of performance that you have to manage. (Underselling or overselling)
The ability to learn and understand the service you provide
A good freight broker will be
1.Self motivated
2.Energetic
3.Driven
4.Responsive
5.Personable
6.Resilient
7.Hungry, yet not starving.
8.Fear-less, never gives up.
9. Teachable ( Always improving. )
10.Optimistic
The very best logistics professional are always engaged, learning, and trying to get better.
Average freight brokers/agents always look at what's in it for them (i.e. the commission) rather than focusing on the customer.
The successful logistics professional truly believes that the service they are providing is what's best for the customer. When they believe in their heart that they can help meet the customer's need and make them more successful by meeting that need then the logistics professional is driven by their passion to help. By default, they quit focusing on the "price" and focus on how much profit they help make the customer with their service. Their customers see their best logistics professional more as partners than as just freight brokers.
Successful freight broker/agents live by "design", average ones live by "default".Unfortunately successfulness must come from a natural motivation, discipline, and ability to constantly seek improvements in process.
Those who are not as successful are often just going through motions that they barely understand. And no, it doesn't occur to them to "self-improve" or to emulate their successful colleagues, they are very different people.
Successful logistics professionals are driven by passion, optimism, perseverance and most certainly results commitment whereas average freight broke/agents look for excuses, are pessimistic and don't have the fire to succeed.
In other words, successful logistics professionals have that "fire in the belly"
The objective of any logistic leader has to be to make average = successful. If average = unsuccessful I would suggest that the business has serious problems which need attending to. for your business to flourish. Generally it is the extremes of performance that you have to manage. (Underselling or overselling)
The ability to learn and understand the service you provide
A good freight broker will be
1.Self motivated
2.Energetic
3.Driven
4.Responsive
5.Personable
6.Resilient
7.Hungry, yet not starving.
8.Fear-less, never gives up.
9. Teachable ( Always improving. )
10.Optimistic
The very best logistics professional are always engaged, learning, and trying to get better.
Average freight brokers/agents always look at what's in it for them (i.e. the commission) rather than focusing on the customer.
The successful logistics professional truly believes that the service they are providing is what's best for the customer. When they believe in their heart that they can help meet the customer's need and make them more successful by meeting that need then the logistics professional is driven by their passion to help. By default, they quit focusing on the "price" and focus on how much profit they help make the customer with their service. Their customers see their best logistics professional more as partners than as just freight brokers.
Freight Brokers and the right tools
Proper Customer service Relationship is a very big deal for any Freight Broker, you need to efficiently understand your customer’s needs and demands using CRM software can help you to a large extent.
CRM stands for customer relationship management. As its name implies, it is the database of all the details of the customer and their history, whether it is existing customer’s records or prospective. To make your Small Business CRM strong, you need to concentrate on your existing and the potential customers. Prospective or potential customers are those customers who can be easily converted in to loyal customers of your small scale business.
It is quite obvious that as competitive as the freight broker industry is you need to make constant relationship with new customers. The best solution for freight brokers to do this is with web based CRM software.
A good web based CRM allows you to keep the right information and details of all your customers and prospective customer so you can stay ahead of the competition.
CRM stands for customer relationship management. As its name implies, it is the database of all the details of the customer and their history, whether it is existing customer’s records or prospective. To make your Small Business CRM strong, you need to concentrate on your existing and the potential customers. Prospective or potential customers are those customers who can be easily converted in to loyal customers of your small scale business.
It is quite obvious that as competitive as the freight broker industry is you need to make constant relationship with new customers. The best solution for freight brokers to do this is with web based CRM software.
A good web based CRM allows you to keep the right information and details of all your customers and prospective customer so you can stay ahead of the competition.
Freight Broker Steps to Successful Cold-Calling
Most Freight Brokers do not enjoy cold-calling. Yet, it is an activity that must be done. And there is not a secret formula for being successful at cold-calling, the only way to be successful is by being disciplined enough to do it. When people avoid cold-calling, they are generally telling themselves they don’t believe the outcome will be successful. For this simple reason, it is necessary to be confident in yourself and the service you provide.
Freight Brokers The following are some simple steps to this critical discipline.
1.Be dedicated each day to prospecting.
2.Know the reason for calling before you call:
3.Assume your voice mail messages will never be returned.(so keep it simple)
4.Be confident and competent.
5.Respect the gate-keeper
6.Prospecting calls on Monday mornings and Friday afternoons will have the worst results.
7.Make it your goal to earn the right, privilege and honor to talk to the person again.
8.Believe in the benefits that the prospect will receive from your service.
9.Believe in yourself and your professionalism.
10.Anytime is a good time to make a call; don’t wait for the “perfect” time.
Freight Brokers The following are some simple steps to this critical discipline.
1.Be dedicated each day to prospecting.
2.Know the reason for calling before you call:
3.Assume your voice mail messages will never be returned.(so keep it simple)
4.Be confident and competent.
5.Respect the gate-keeper
6.Prospecting calls on Monday mornings and Friday afternoons will have the worst results.
7.Make it your goal to earn the right, privilege and honor to talk to the person again.
8.Believe in the benefits that the prospect will receive from your service.
9.Believe in yourself and your professionalism.
10.Anytime is a good time to make a call; don’t wait for the “perfect” time.
