As freight brokers, we are the link between our customers and the transit of their goods. Properly vetting motor carriers is a critical responsibility and we walk you through the steps.
In the dynamic world of freight brokerage, finding new customers is a critical component of business growth and success. In this blog post, we’ll explore 10 effective strategies that freight brokers can employ to acquire new shippers. So, let’s dive in!
10 Strategies to Acquire New Shippers as a Freight Broker
Leverage Social Media
Social media platforms such as LinkedIn, Twitter, and Facebook are excellent avenues for finding and connecting with potential customers. By joining relevant groups, engaging with prospects, and sharing industry news and insights, you can significantly expand your reach and visibility. Whether you choose to be an active participant or a silent observer, the key is to be present and informed.
Attend Trade Shows and Events
Trade shows and industry-specific events provide a fantastic opportunity to network and meet potential customers in person. These gatherings are common across various industries, including building materials and produce, and are held throughout the country. Attending these events can significantly boost your customer acquisition efforts.
Look for Opportunities in Everyday Items
Almost everything we consume or use has been shipped on a truck at some point. From groceries and clothes to tools and cars, these items represent potential leads. Consider where these items were made or shipped from, and use this information as a starting point when compiling a list of potential leads.
Capitalize on Referrals
Referrals are a powerful tool for gaining new business. Consider asking your current customers for referrals and offer incentives for those that convert into new customers. This approach not only helps you acquire new customers but also strengthens your relationship with existing ones.
Reach Out to Manufacturers and Distributors
Manufacturers and distributors often need help moving their goods and may not have the resources or time to do it themselves. By reaching out to them directly and offering your services, you can tap into a vast pool of potential customers. You can find these companies in your local area, in databases, or even through a simple Google search.
Target Smaller Businesses
Smaller businesses may lack the resources or connections to move their freight efficiently. They represent a significant opportunity for freight brokers looking to expand their client base. Smaller and newer shippers are less likely to have competition from other brokers, making them a valuable target for your prospecting efforts.
Keep Your Eyes Open
When you’re on the road, keep an eye out for distribution centers, warehouses, construction projects, and any location that requires a truck for inbound or outbound logistics. You don’t have to be at your desk to generate leads or prospect. A good broker uses situational awareness to identify new prospects.
Creating and publishing content like blog posts, social media posts, and videos can help establish you as an industry thought leader and attract potential customers to your business. This content can drive new leads to you and demonstrate your expertise in freight and shipping.
Networking events like Chamber of Commerce meetings, business events, and industry conferences can help you meet potential customers and establish valuable connections. Face-to-face conversation is a powerful tool, so use it anytime you can.
Collaborate with Carriers and Other Logistics Companies
Collaborating with carriers and other brokers can helpyou expand your reach and find new business opportunities. Carriers can provide insights into their preferred pickup and delivery locations and their favored routes. This information can guide your prospecting efforts. Similarly, networking with other brokers who specialize in specific niches can lead you to opportunities that they don’t handle but you could. The same goes for freight forwarders that specialize in air, ocean, and customs brokerage, but not necessarily domestic over the road shipping.
How to Acquire New Shippers – Summary
There you have it – 10 effective strategies for freight brokers to find new shipping customers. Remember, building your customer base requires time and effort. Don’t be discouraged if you don’t see immediate results. Keep trying different strategies, stay persistent, and success will eventually come your way.