Phone skills

I have discovered that the phone conversations and the negotiating about rates is far and away my favorite part of what I do. I do let nearlly everyone know that we are a smaller company but with the exception of those I work with regularly, most are wurprised when they ask the drivers name and find it to be me. The key is professionalism, professionalism and then more professionalism. Its only business. Do not forget that.

One other thing I would like to point out is how important it is to study lanes, areas and densities. Done properly (at least with reefer) its pretty simple to just post youself empty and wait for the phone to ring. Doing just this gives me a distinct advantage in the fact that often times they are struggling to find a truck. Cold calling busy brokers is no big deal but a little time spent doing research sure helps. Given a short time in this industry one quickly learns that there are times to be certain places and darn it, I try like heck to be there.

I also am aware of a fairly significant number of broker bashers on this forum and perhaps the day will come when i get that way as well but at least at this point I find the value they add to be tremendous and have spent time nurturing relationships that are gratifying to both parties. Sending a Christimas card and a gift certificate or a small thank you note to those who have treated you as you treat them goes a long way.

Happy New Year,

Jay

 

Nice critique. I post my truck a lot, but I still get people lowballing me. If you're going to call for a truck in Ohio, do not offer a load to Massachusetts for $2/mi. I will not be kind. I will be insulted that you're even wasting my time with it.

There's brokers that I deal with regularly. And I enjoy just calling them up to see what they have. They generally give me a decent rate that I am comfortable taking. Plus, I know their lanes and customers they have contracts with and due to repetitiveness, the loads aren't a bunch of nasty surprises.

 

When I call on a load im always very cheerful and upbeat (no matter how crappy I feel) I tend to only use a few brokers and they recognize my voice or I should say my accent (No comments from the peanut gallery) Maybe the Aussie accent helps lol.

After the load is booked, I get can we have the Driver's name and Cell # and thats when I tell them I am the driver's wife and I travel with him Since I do all the check calls anyway.

If the broker is acres away from my rate, then its always thank you for your time and have a great day....Don't burn any bridges that broker may have a great paying load the very next week!

 

I'll bet there are countless brokers who wonder what's on the other end of the phone when some drivers call. There's alot of knuckle dragging neanderthals in this industry that can't formulate a two word sentence. I doubt they are able to negotiate a decent rate many days as they just aren't articulate. I'm not suggesting that they speak the Queen's English but for heaven's sake, try sounding professional when making a business call to either a broker or a customer.

 

I start talking fast with an unknown broker when they're close to what I want. Like a pushy car salesman.... "comon man I am right on top of this load I am all on it for x amount" it works. Lot of guys don't think of it in terms as they are salesmen too and must sell themselves to a new broker.

 

"C'mon Bud.. I know you got another hundred in there.. I can smell it."

meant only in the least pushy sense of course LOL

 

Almost every call that I make, without fail, I'm asked for the 'driver's name and cell phone number'. And I'm met with surprise when I tell them that I will be personally handling their load.