How to get direct shippers, cutting out the (Thieves, this is my opinion), brokers

I use outside trucks to haul my freight, as well as having a couple trucks.....

From my perspective, it is much easier to use 1 or 2 trucking companies and write 1 check to them, make 1 phone call, rather than hire 10 different O/O's and make 10 phone calls, write 10 checks.....etc.

That to me is the huge advantage of using larger companies over the single guy with a truck.

 

If you are going to walk into a business and ask for their shipping business then please look like a businessman and not a representative for the homeless. If you are going to use the telephone to look for shipping business then please have some kind of script in mind and it's a phone, not a CB, "come on". I take a few days a month to visit local businesses and attend chamber of Commerce meetings and yes, sometimes wear a tie. Have cards made up to hand out and stay in touch with the ones that say "no", at some point that might change into a "yes". Walk in looking like a KW mechanic and you will be treated like one. If you are not up to doing this, send the wife or girlfriend out one day a week to knock on doors, women always do well at cold calling.

 

Great advise!!!
I've been doing pretty good so far with just phone calls. I've gotten 6 clients so far (100 or more phone calls though.) All local smaller shippers with decent shipments each week. One of them wants my wife and I to do a decicated run to Cali or Florida each week. He has 2 shipments each, every week. He said call or stop by as soon as our authority becomes active. Another one has allot of New York freight and was trying to give us a load this Fri or Monday our choice.

I agree with you with having a sales pitch. I impress myself sometimes, lol. But selling anything has never been a problem of mines, so it tends to come easy to me. (not bragging, I'm a people person)

 

6 from 100 calls is a good average. I think call centers claim a 3% hit average. Just don't take the no's personally and get discouraged. Also keeps cards in your truck, how many times are you sitting there being loaded/unloaded in a business park with an hour to waste and nothing to do with companies all around you.

 

hey pk i might have missed it but do u have a refer unit? if so try local farms also. produce pays pretty well and some are willing to skip the broker if u have good equip and can get the job done.

 

I assume you're referring to me, If so, Originally we wanted to do reefer. But now it's leaning more towards dryvan and here are some reasons why.

1st - Start up cost.. Simply CHEAPER!!!

2nd- Allot of advisors stated that a $6-7k reefer just isn't going to cut it.

3rd- More customers base. From what I've seen dryvan has more freight than any of it's competitors, (reefer, flat, ect.) which ultimately means more customer base and increases your chances of potential shipper contracts. (Also more competitors)

4th- Rates. Most rates suck off the loadboards no-matter which trailer you pull, so we might as well get the cheapest trailer. Also with the van you probably can get a shipper to pay roughly $1.85 + $0.50 FSC. Which is pretty decent for van rate. Just my opinion.

 

Because I don't have the time to read through 6 pages of posts, I'll add my .02 after reading a couple of pages instead

*I used to be DoM (Director of Marketing) for a small company, mostly I handled all client accounts from finding them to closing them. The other half of my marketing I had to handle all advertisements etc, but the first half is what is relevant here.

If you want to acquire new contracts, most of the advice given here is very good. Just a quick summary of how I'd go about it..

1. Customer service is key. If you are going to cold call, yes have a script pre-planned and sitting in front of you. Naturally, you cannot imagine every question they may ask you, but it would help to have a few general answers put down. People will become nervous when cold calling. I've seen men and women both who have been cold calling for 8+ months still forget vital, every day information. Having these on your script will be a life saver. The other aspect of the customer service is to have a smile on your face whenever on the phone. Believe me that people can ALWAYS hear a smile or a frown!!

2. If you're going to see anyone who knows that you are soliciting for business (even if it is not on a day you're soliciting!!!!) please dress well, keep a clean appearance, and try (harder for some than others) to at least look like everything is coming up roses and nothing could ever ruin your day. I've been to many meetings or gatherings like local town halls etc, where the local community learned who I was and what my business was. When I first started out doing this, a few weeks later I was having a miserable week and had to go to the grocery store for a few items. The following Monday, I got a call from my boss asking why I was stomping around the grocery store and swearing up a storm. I wasn't really, I was just really down and not being very sociable in the store. Perception is everything, and how you appear and act will let you control the other persons' perception of you! As mentioned above, if you walk in looking like a mechanic, that is how you will be treated. The other half of that is - If you walk in looking like you belong there and they would do well to give you business, that is how you will be treated. Granted, it's not 100% every time, in either case, however perception is key in all of this.

3. Don't be let down by the "No"s out there. You're going to get them, and a LOT of them. As Optimus Prime posted above, he got 6 "yes"s out of 100 calls. That was 94 "no"s! 6:100 was actually a pretty decent rate. I always expect, for every 100 calls, to land 1 yes. Not saying that happens often, but it's what is expected. If you can't handle being told "No" a lot of times over, whether it's told nicely or rudely, then have someone else call for you!! If you're easily discouraged and don't have someone to rely upon, I'd say stick to the brokers and try to find the least scoundrel out there to broker for you.

That's really all I've got, best of luck to you! If you have any questions, please PM me as I rarely have time to log in to the forums. =)

 

I agree with you. If I ever get injured and cant drive, that is the time I might think about wasting more of my time cold calling "shippers" of any size. I will just get a motorized rascal scooter and buzz all over talking to small shippers here in Pensacola. Because unless I am in broke-dick status, I will be driving. I cant get my wife to help because she has a real job and that would also be financial suicide.

I think this idea is a pipe dream perpetuated by O/O's that originally got into the biz because a direct shipper either came to them or dropped in their lap. I would think that this would apply a lot MORE to any other than a dry van carrier. I have met these guys and talked to them. They talk about cold calling but I really don't believe they have ever done it in a serious way. Definitely not enough to brag that they never use the load boards. I have tried to do this and I cant justify the time and expense I have to invest to go out and get them. If I am in my biz casual attire looking for shippers that means I AM NOT driving. For me, it does not make economical sense. I do better working the lanes I know best and holding out for my rates and being a good negotiator over the phone with the brokers I have been working with.

 

Good luck doing this while you have to actually DRIVE a Class 8 truck. If you want to take Vacation time to do this, then more power to ya!

 

Hello Eskimo6804,

I just came across this post of yours after researching hows to find shippers/freight. I am getting back into the trucking industry after about 6 years. I am coming back as an O/O and am interested in knowing if you have started your own Brokerage? If so, I would love to speak to you and see if we can work something out as far as freight is of concern. I look forward to hearing from you soon. Thank you and happy new year.