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[Music] in this video we'll discuss two of the most important objectives in prospecting and cold calling and you'll learn how to be less frustrated by rejection better informed about your customer supply chain learn more about when you should follow up but most importantly how to turn more of your prospects into customers [Applause] [Music] I'm Benjamin Kowalski with Freight 360. where we provide the latest Transportation sales tips and training videos to help you reach your goals faster as I mentioned in this video we're going to discuss two major objectives in prospecting getting information and getting business most newer Brokers and rookies will approach prospecting from a single mindset how do I get more of what I want how do I get more loads more shipments more freight so that I can earn more money what's in this next call for me right and the outcome is usually the same right zero What's the outcome from the shipper or prospect's point of view another irritating cold call from someone that wants something from me let me ask you this what thoughts do you have when your cold call for a product or service are you really excited to drop whatever you are doing so that you can assist some stranger with something they need yeah me neither that's why this is not a very effective approach what I'm going to discuss is how to get something that is far more beneficial to you and will help you get more customers it will also make your calls last a little longer and leave your prospects wanting to continue to talk to you or at the very least they're not going to run in the other direction the next time they see your phone number on their caller ID it's prospecting for information the next time you're on a prospecting call treat it like you're investigating a story or you have to write a paper on it right think of prospecting like a detective trying to uncover the mysteries of your shippers supply chain you know when you're asking questions that are less focused on what you want the more likely you are to have a real conversation that's going to result in building some Rapport but how are we going to do this well it's much easier than you think first you're going to start by giving them something of Interest like what is in it for them right lead with maybe the fact that you're delivering trucks into their zip code Weekly right you've got a customer that ships into their area it could be that you share a customer in common it could be that you're an expert in the commodity that they ship and are very well versed in the common issues when transporting it right what really matters is that you aren't leading by telling them about you and your company they don't know you and certainly don't care who you work for until you've given them a reason to care something that's in it for them now you're going to want to do something that's a little counter-intuitive tell them you're not sure if you're a fit to work together that you think it's worth a conversation but aren't certain you'd actually be a fit to work together what this does is it'll leave relieves some of the tension in the call because let's be honest if you cold call them they know you want something in sales this technique is known as going for no what you're doing is you're releasing the pressure that is inherent to a sales call now after you've pushed back a little you want to ask some very general high-level questions about them and their industry something like this hey Paul is it getting pretty busy this time for you this year or you know is this a slower season for you I'm just curious how things have been since the pandemic and lockdown you know most of your staff back in the office and full time now now what do all of these questions achieve they help you end the prospect get into the habit of answering your questions right it gets them more comfortable with talking and having that back and forth it brings their guard down and that is really your first objective in a sales call it's not to get business it's to achieve some Rapport no one is going to be honest with you until they feel comfortable talking to you and have at least some trust established remember that it's going to take between 8 to 12 conversations with a prospect before you'll be doing business together so why are you trying to get them to give you Freight or any business if you've only spoken to them once right or twice this is where so many Brokers go wrong they are prematurely asking their partner's hand in marriage right on the second or third date it's way too early to be talking about marriage and children if you just met so stretch out the amount of time you'll be speaking with them something closer to like 30 to 45 days this is going to help tremendously in a few different ways first of all you're not going to be as frustrated being rejected on every call you make because you're not asking for something you shouldn't expect just like walking around a nightclub on a busy Friday night asking every single person you have an interest in will you marry me will you marry me will you marry me secondly you're going to learn more about your prospect along the way you'll learn when their busy season is when they're slow and when they actually are most likely to need your help third it will also give you the information you need to determine when is the best time to follow up you don't want to be following up asking for Freight if it's the slowest time of year for them and they're barely moving anything with the information you're learning from your calls you'll be better informed to when it will be appropriate to actually follow up and finally it will help turn more of your prospects into customers because you'll have much better Rapport established along the process for more tips and training be sure to watch our weekly podcast on our Channel and check out the description links to group and private coaching because remember whether you believe you can or believe you can't you're right [Music]