Methods of convincing Direct Shippers

Ive always heard the opposite... Got any trucker buddies that could take a load on short notice??? If so you can say, "I have a truck waiting right now."

 

You need to find your space in the market. Lots of shippers want only to deal with carriers of at least 5 or 10 or 50 or whatever trucks in order to cover a fair amount of loads. If you can cover a few lanes for a shipper and build yourself a list of several very small very reliable carriers, you now provide excellent service to the shipper and they pass more your way. This is how it's happened for me at least. I am a 1 truck carrier, I have several sources of work where the rates are steady and I ask them what they need covered for the week and we go from there. No messing around negotiating every time. It's to the point rate isn't even discussed. Only pickup and delivery times. I make them look like a super star to their customer, they take care of me I take care of them it's just a big wheel really. For these brokers I have absolutely zero desire to try to back door their customer. They keep customer in check rate wise and pay me the same every time and away we go. Drop rate and I drop my availability. I don't gouge, so don't try to gouge me. Steady as she goes. This is why I have several solid brokers.

 

you need to do 5 million cold calls

 

See my profile picture.

Past that, sorry slick. Not gonna give my competition advice on how to compete against me. If you need further guidance, plenty of info on this subforum that's only a search away.

 

It takes so much capital to fund a brokerage, your living expenses ain't gonna matter. I can't see this working out for you.


Unless you think you can wait to get paid by shipper to pay the man that done the hauling. That doesn't work for me as well as most others

 

Exactly my point. He is cutting the rate to the shipper, putting pressure on other brokers to match his price.
I have had my own direct customers I pull for all my trucking career,some as long as 15 years. I NEVER got their business by going to lower rates, but by offering better service.
I have gone after smaller shippers, those who want to build a business on quality, not price.
You lowering your rates to shippers will make others try to go lower than you, making rates lower. When you get in a peeing contest, everybody gets wet.

 

Lol I understand completely. If this isn't too much to give away, I've heard the industry average is 300 calls per customer gained, would you say that's accurate?

 

My only concern is that aren't the majority of brokers offering quality service. Also, how would other brokers see what prices you offer if I don't post loads on the board? Do shippers tell other brokers what prices you're bidding?

 

I'd say it's probably north of that, to be honest. Especially if you're looking for quality customers. It takes time, trouble, and effort to winnow through lists of shippers that you might or might not do business with.

 

People have expectations based on price. You want to sell yourself as the "bargain guy"? Prospects will expect bargain bin service out of you too!

I'd argue the mentality of cutting corners in that way won't get you very far in the business. If you know your stuff, act accordingly and price yourself accordingly.

I'd seriously suggest getting hired at a decent sized brokerage and getting trained on their dime.