The sale starts with a good foundation
This episode of Put That Coffee Down is sponsored by ‘zembles! You want to crush your numbers, so stop random prospecting. ‘zembles can tell you who is spending on shipping – and get you those leads instantly, taking your sales process from a 95% failure rate to a 50% success rate. Go to start.zembles.com/freetrial and sign up for a demo today.
Any good salesperson will tell you it doesn’t matter how many leads are in your book or how many cold calls you make during the day if you can’t build a relationship with the person answering the phone.
Kevin Hill and The Freight Coach Chris Jolly discuss how important it is for brokers and sellers to put in the work and build personal foundations in this episode of Put That Coffee Down.
Jolly says when it comes to prospecting, he only needs three minutes of research to determine if a lead is viable or not. Shortening that research time opens up more time to be calling and talking to a human instead of fiddling on a computer.
Hill says being a successful broker involves owning your research and your lead database but also putting in the work to understand the people behind those leads.
Those relationships are so vital because you can’t move loads without a carrier, Hill says. You can book as many shipping clients as possible, but they won’t go anywhere unless you have a driver and a truck to move them.
You can find more Put That Coffee Down recaps and recaps for all our live podcasts here.
Brokerage Compliance Symposium
The day before F3. Every compliance issue you face - fraud exposure, carrier liability, FMCSA rules, cargo theft, insurance gaps - navigated by attorneys and operators defining best practices in a changing industry.
F3 Awards Dinner
The night before F3. FreightTech100 companies honored. FreightTech 25 and Shipper of Choice winners revealed live. Cocktail reception into dinner and live music - 300 industry leaders in one purpose-built room.
F3: Future of Freight Festival
Industry-defining keynotes, rapid-fire technology demos, and industry leaders networking in experiences across Chattanooga - plus the inaugural F3 Awards Dinner featuring the FreightTech and Shipper of Choice reveals.
The day before F3. Every compliance issue you face - fraud exposure, carrier liability, FMCSA rules, cargo theft, insurance gaps - navigated by attorneys and operators defining best practices in a changing industry.
The Signal at Chattanooga Choo Choo • Chattanooga, TN Register NowThe night before F3. FreightTech100 companies honored. FreightTech 25 and Shipper of Choice winners revealed live. Cocktail reception into dinner and live music - 300 industry leaders in one purpose-built room.
The Signal at Chattanooga Choo Choo • Chattanooga, TN Register NowIndustry-defining keynotes, rapid-fire technology demos, and industry leaders networking in experiences across Chattanooga - plus the inaugural F3 Awards Dinner featuring the FreightTech and Shipper of Choice reveals.
The Signal at Chattanooga Choo Choo • Chattanooga, TN Register Now