How to Network

Networking is essential as a freight broker or agent. Networking is simply building alliances with companies who have complementary services, attending events with potential customers and vendors, and meeting with other small business owners. Join your local chamber of commerce, trade associations and professional clubs. As a broker or agent, you may work much of the time by yourself. Networking gives you opportunity to talk with others, exchange ideas and talk through issues that may come up with others that have already worked it out.

In our technologically advanced society having a network of others who are working on a similar computer system is priceless. Dynamic networking will also help keep you motivated to success.

One source for networking is trade shows. There are transportation and logistics trade shows that you can attend, where you can meet new vendors, see what’s new in the industry, and while you are there you can check up on what some of your competitors are doing. You can network with carriers at trucking trade shows, and align yourself with companies that are selling complementary products and services to yours.

A great type of trade show to attend is a show that your prospective clients would attend – such as a trade show for manufacturers, or a show for the niche market that you have chosen (such as a trade show for food companies, if this is your niche; or a trade show specifically in an industry sector that you are already doing business in or want to pursue). The best one would be a show that has no other transportation service companies; this would be a good trade show to purchase a booth to advertise for your service; network as much as possible, and hand out your business cards and any advertising fliers or brochures.

Network with people and companies that can educate and coach you in the brokering industry or in sales. Continually adding to your knowledge in the field will add value to your business as a consultant. Anytime you can take a class and network with educators in your industry, you are ahead of the game. You can also take classes and network with sales consultants and coaches. You could take a class in the skill of negotiating, improve that skill and improve your bottom line as a broker/agent.

When you go out to a client’s office, your goal should be to network and get to know everyone that you can in their organization. Meet the receptionist, the accounting clerk – begin to call them by name. Humor and enthusiasm are the fastest ways to break down walls, and get to know people.

Network to find out the internal decision-making process in the company, and the chain of command. Do focus on your primary contact, the the decision-maker who routes the truckload or large shipments. Work also to get to know their boss, their boss’s boss, their assistants, the company owner, etcetera. They may have a traffic manager, but someone else above them (or below them) may really be calling the day-to-day shots.

Get to know their company philosophies, their goals, and where individual employees are headed. You can get creative – maybe take donuts or pizza out to the warehouse, and get to know the warehouse guys. Brainstorm with them about their shipping issues, or just get to know them. If their traffic manager gets transferred to another department or leaves the company, you will be glad that you have built up a relationship with the next person in line that takes their place. And you know the company really likes you when you finally get invited to the company Christmas party, or an appreciation party for vendor partners! Don’t be in a rush, all of this is a process; building up trust and relationships takes time and extra effort.

If appropriate, when you go to a client’s plant, network with other vendors who provide products or services for them. You may have other similar clients, and could both probably benefit from introducing each other to new clients. That is an example of the type of strategic alliance that you’ll want to consider. Remember though, that if you are networking to create a strategic alliance with another company, it is important that you have similar value systems for the relationship to be truly successful.

I thrive on networking. It gives me a chance to tell all my corny jokes and build relationships, thus keeping my work day worth getting up for.

Moving forward,

Jeff Roach
www.brooketraining.com