Thursday, September 8, 2016

Cash Calls

Wouldn’t it be great if we got paid for every prospect call made.  So you make a call to a potential client, they say they don’t need your services but at the end of the call your phone spits out a $10.00 bill.  That would certainly motivate me to stay on the phone making calls.  Well of course, you don’t actually get cash for all the calls you make, but every call is one step closer to finding a new customer, a source of potential income.

I recommend making 50 calls a day the goal for all new brokers.  You will be successful as a freight broker if you make 50 calls a day…to good prospects…with the right attitude. 

Before you make a call prepare your mind.  I believe if I am engaging and interested in the person on the other end of the line, my phone call is a success, a cash call.  What kind of phone calls do you like to get and what kind you dread?  Make your call a good one.  Are you pleasant?  Are you funny?  Are you encouraging?  Are you a problem solver?  Do you put the other persons needs in front of your own?

Look at each phone call as a chance to get to know someone’s story, or at least a piece of the story.  Be considerate of their time while learning a bit about their needs.  Tell them how you think you could be of value to them when they have a load they need covered.  Tell them of your success stories in humility.   Keep notes on your call so when you call them again you remember what you learned and address that need. 

I think our world is short of good listeners.  Everyone is just waiting for their turn to talk.  Be a good, attentive listener.  Have good genuine questions ready to keep your prospect talking.  Try different approaches to keep your phone calling fresh.  And notice which approaches get good results and which ones fall flat. 

Moving forward,

Jeff Roach

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