How to get contracts/shippers

I have been but maybe I've calling on the wrong companies thus far. Seems like everyone is shipping local, or has their own trucks for over the road, or their customers have their own trucks and are picking up the freight directly.

Just getting a little frustrated making all these cold calls that are not yielding success.

 

I understand your frustration. When I started I had 2 successes after about 30 some calls. They still bring in over 8,000 a week so it was definitely worth the time. Just keep it up - you'll find someone. Just curious, where are you located?

 

I am located in Chicago, but I could do loads out of Toledo, OH (family there) if I find a reliable shipper there.

Thanks for the encouragement. Seems like all my calls have yielded about 2 potential customers.

 

You gotta learn to accept being told no. Don't take it personally, it's just business.

 

So I've done some cold calling and had some a little more success than I had previously. Again, I am completely new to the brokerage side of things (I've only worked as an O/O) so I am of course still learning...please excuse my ignorance on the topic!

After speaking on the phone with some decision makers I'm often told to email them. Are they looking to be directly quoted? Or should I ask them to quote one of their current/potential shipments so I can compete with that rate? I will of course tell them a about my company and what I'm looking to do for them, etc.

Should I also be asking them for:

The Lane(s)
Time/Dates
Commodities being shipped (kind of obvious depending on the the company, ex. meats, metals, lumber etc.)
Weight
Distance
Approximate value
Equipment needed

Is there something else I should be asking? Should I be asking these things at all? Or in a different way?

Thank you to anyone that is willing to help!

 

Hey,
I own a small hotshot trucking business, own a truck and dispatch for one...I live in NJ, but the guys driving for me are in AZ. I cold called a few businesses and landed a customer that does some local runs that are profitable in AZ. I am in the process of trying to hit the market hard here by me in NJ. Yes, a few of the companies I called do local deliveries and have their own trucks. Some of the businesses who I know use brokers I called and get transferred to the manager and leave a voicemail , but, get no response. I was thinking of actually going to a lot of these businesses in person, as it may be easier to get to the decision maker. I do know that brokers do take out a lot for loads because usually there is the freight broker and his agent who both need to get paid. Agents make about 70-80 % of the total load price. so if it is a 1000 load, it goes to 800 before the agent is even paid. The agent may take out another 300 himself, leaving 500 for the driver. I plan on getting another truck that I will drive myself and my motivation is making more, and, not having to be on the road weeks at a time. If I setup some deals with some local companies, I can make runs into NYC, MA, PA, MD, DE...a pretty wide area, and still be home in a day or two, at most..I figure if I can get some customers leading me to these areas, I should be able to find decent backhauls thru brokers, something I have been doing for 3 yrs now.

 

So many guys love saying it can't be done, or is too difficult. I agree it's difficult but it can be done. What is their situation, are they dedicated, business minded, highly skilled in customer service. Many times the guys who have issues create them by themselves because of poor communication, or lack of business skills or attitude. I've been on the road for just over 3 years, worked for another company for 6 months then went on my own taking a big risk. The only reason I'm doing good is because I knocked on doors and gained direct shippers. I did my own carrier package with a bio, statistics, my authorities and gave my shippers a good idea who they were dealing with. I also had pictures of loads I hauled. I have about 8-10 direct shippers who only have a couple loads a week each, sometimes they don't call for a week or 2 but sometimes they call twice a day. I went around different commercial and industrial areas within a 15 mile radius. The first 3 times I only got one shipper, but the last 2 times I went out I gained the rest of them. I needed to fine tune my carrier package and kept trying. Before that I used load boards. Now I have 3 trucks in my fleet doing LTL. So yes you do need to knock on doors if you want it bad enough. It's also on how you sell yourself, are you or you're drivers professional because of driving experience or how you carry yourselves, there's a difference. Appearance does matter, same as proper mannerism and so on. Many guys have experience but that doesn't make them a professional. Picture the mind of a shipper, if you've driven for 10-20 years but for whatever reason they don't like you, you're not getting calls my friend.

 

Agreed, I highly overlooked part of trucking and life. Learning how to accept and move on is crucial.

 

Suppose I have a truck fleet and I want to get loads for them, What should I do?. Sorry but I'm learning to sail in this field.

 

Hey guy, I see you are a well versed in this field based on your comment, so, I do want to learn how to sail in this field. So, suppose I have a fleet, what should I do to get the loads?