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this video is for those that are freight brokering and are actively doing sales Outreach to shippers if you're not doing sales outre if you don't want to stay consistent with trying to get new business don't even it's not even worth watching this video just keep it moving but this is going to be a little bit more of a structured sales process that we can walk you through my name is Josh ly I'm the founder for sales DCM we are the one of the only crms out there that's focused strictly for Freight brokerages is CRM software if you're not aware is customer relationship management software think of it like it's basically you know most people in their Google Sheets start off by tracking name email phone number notes when you contacted somebody a CRM makes it just so much easier for you to know who you reached out to when you reached out to them what you spoke with them about and then CRM like sales Dash also allow you to email your shippers directly out of the CRM call out of it with Integrations like ring central and those things but in this video we're strictly talking about sales process and there's a couple reasons why but number one your goal as a freight broker when you're selling is going to be the move Freight for shippers right that's that's the goal the goal is to basically build a partnership with them and it's tough because it's competitive there's a lot of freight brokers that are reaching out to these shippers and for anybody that's actually made these calls going out to shippers do you know that they've said hey we get these calls 20 40 times a day and whatnot and I'll back up for cont text I previously come from Freight brokerage I oversaw was head of sales for two different Freight brokerages also head of operations at one point and then before that I was at Tesla for three years kind of in their earlier days as a sales advisor sales manager for Tesla so going back to the freight brokering your goal is going to be to move Freight right well the first thing is you have to do activity and this is where a lot of freight brokers that start off they know that there's a big bag that you can get after a lot of money that you can potentially make but there's a lot of work that goes into this and if you're not willing to do the calls the emails social DMS write letters to customers visit customers go knock on their door get them pizza donuts whatever it may be you have to not only do this you have to do this consistently and this is where crm's help because the many Freight brokerages top Freight brokerages that are out there if you go to transport topics and look at the top 10 top 20 and if you were to talk to any sales rep up that works there in their earlier days especially historically they would do 75 100 125 100 50 activities a day and if you're willing to you know do 20 or 40 but then you just stop it's not going to really help so this is what many freight brokers do they start off in spreadsheets or pen and Pap good old fashioned pen and paper they do some really generic Outreach just hey here's what I do I'm a transportation provider let me move your Freight but then they also don't do enough volume you don't do enough sales activity you you think that one Outreach will do it and then you know you can move from there but the reality is is that one call and one email is just not going to cut it and if you think that this is that kind of world you need a reality check that it's going to take conversation after conversation because you're not the only one that knows that there's a lot of money to be made in this industry and it takes time to develop really good relationships and you should be challenged that if somebody does let you in on the first call or the first email they're probably going to be willing to do that with anybody else that's reaching out to them so we're going to talk pipeline management you may or may not have heard of what this looks like but essentially what pipeline management is is it's your it's really your customer acquisition Journey right and what a lot of people do when they say hey I've got these leads that I'm managing they say this one's cold this one's warm this one's hot big pause there because there's there's there's not really much context that goes into that there's not much that you're identifying of what makes them cold versus hot hot would be obviously they're ready to buy right but what does that actually mean what does that entail especially in a freight broker world because you're providing a service you're not selling a product right so we want to we want to build this out what does the actual shipper Journey look like when I'm a freight broker I'm doing sales Outreach and I'm trying to onboard somebody so we're going to talk through how you even manage this especially like in a CRM and why it's even important but most of the time you're going to have over a hundred accounts over 100 shippers that are in your name that you're going to contact I recommend anywhere from 100 to 150 when I'm manage my teams my sweet spot was at 125 I think if you're a more seasoned vet you should be at around like 75 if you're newer into the industry you need to work your way up a little bit higher to get the repetitions in but the reason why you want to limit your number and not go to let's just say a thousand accounts is because you need multiple multiple multiple touch points to the shippers so from my experience I'm speaking from experience go talk to some other successful Brokers 100 250 accounts your name has been The Sweet Spot pip pipeline deals these are going to be the ones out of this large list 100 250 there's going to be a small number that you're actually qualified that you've actually qualified that are potentially closer to closing but also you're just genuinely more excited about because you had a conversation with them so there's going to be this number of probably 3 to eight that you're actually excited about and there's reasons why so what would that potentially be so instead of the cold warm and hot this is when you first sign up for sales dash for example the way that we have this managed but you can customize this to your own language and whatever works best for you I'm here to kind of walk you guys through what I think is a pretty structured really simple four-step sales process so these four steps are number one being Discovery number two pains and needs number three pricing number four setup paperwork and this is going to all lead you to being onboarded as a broker or Carrier to start moving some Freight for a shipper as a sales process so number one with Discovery what does that mean well it's more qualifying information first thing would be equipment types do they move Drive Vans reefers flat beds what are you going after you want to try to align with what you want to focus in the second's going to be modes is it full do they move full truckload LTL partials inter modal what does that look like what's their average volume are they moving enough volume that you is reasonable amount for you to continue to pursue them or is it maybe too much for you to handle and you would actually potentially need a team and maybe need to come back to them do they do spot a contract Freight I'm sure you're probably better at one or the other but you're going to need to know are they are they moving spot Freight or are you going to have to submit a bid and then the last is who's the decision maker and who is the person that you need to be speaking to that can even get you onboarded as a carrier or a broker so that's that's first it's some just important information that you need to know to basically understand is this even an opportunity worth going after pains and needs you so the the whole the whole premise of this is what is the the what's the purpose of them even bringing you on as a carrier and one of the good things to know is your competition how many carriers are they currently working with right now but the again the biggest thing is what's the purpose of them bringing you on what value as a broker are you going to actually provide to the shipper as to why they should bring you on is it communication is it responsiveness is it missp pickups is it because the wrong equipment types gets in in what value are you going to provide and what's the purpose for them even looking at you when you're coming in because that's going to be the communication that you want to drive towards them of you trying to relieve some kind of pain for them to basically push you across the line to become become a broker or carrier for them the third here is pricing you know what to do here it's pretty simple straightforward you got to get some Lanes you got to quote some you got to quote some Lanes so that's pretty simple straightforward but I would say if the other two lines up and you feel a good fit after discovery and there's some challenges pains needs that you know you need to price and make sure that you're pricing aligns uh and is something that they're you're they're willing to accept and then the last stage is going to be set up paperwork so with this a lot of times as a broker you're going to send over a credit app for them to fill out or as a shipper some of them have their own contracts that they want you to review and sign and you may have to do the fun stuff of having a lawyer review it or you review it and go through the redlining process but typically it's one of those two things and then that's what's going to get you to the point to be onboarded as a shipper now here's an example in sales dash of creating a deal into your pipeline you can name the deal it could be an RFP it could be spot Freight for a specific location this is just an example but we also have some qualifying questions of is it a contract spot opportunity what's the volume what's the seasonality what's the competition look like so that gives you a good idea in terms of what you need to do to actually manage your pipeline in in the CRM so again pipeline management this is going to help you actually have more of an actual sales process for your customer acquisition strategy for going after shippers cold warm and hot's not going to cut it you got to be doing activity a CRM is a really good way for you to manage all of this so with this you can visit our website at sales-carrollton CRM that is built specifically for freight brokers by freight brokers I come from the industry myself it is already templated out so you can profile and qualify shippers you can integrate your email with Gmail or Outlook so you can email shippers it'll track the open so you know if it's actually getting into their inbox and if they're opening it you can integrate with ring central for click to dial and you can also try it free for 14 days try it free get your email integrated start shooting out some activity if you're not going to do the activity I just wouldn't even waste your time but it it is something that could be really fruitful for you if you do it correctly and I'm more than happy to support anybody that's going down that venture to try to make it as a freight broker that's the reason why we have this we want sales Dash to be the best sales engine possible for you and I think that you could see a lot of value out of it if you're willing to put in the work I think the system you'll you'll start to see those those those rewards benefited as time goes on my name is Josh schedule a demo or go ahead and try sales Dash for free and we'll connect if if Freight brokering is something you're serious about cheers