3 Reasons You Don’t Have Freight Broker Clients

A lot of well meaning freight brokers create friction within the buying process. They don’t make it easy for their customers to choose them.

Some of it is self limiting beliefs, the “not feeling good enough”, the imposter syndrome.

And some of it is systems that are outdated, clunky and just plain old complicated.

Hey what’s up car shipping rockstar.

Today we’re covering 3 reasons why you don’t have freight broker clients.

If this sounds like you right now, you’re in the right place. It doesn’t matter if you are buying auto transport leads, or you’re generating your own clients. This list is a product of my decade of experience helping aspiring auto freight brokers build and grow a profitable business. Once they fixed these 3 things, they will naturally convert more people into paying customers. The key word here is paying clients. Many brokers will list cars on the load board, but that doesn’t mean they are getting paid for it. I want you to get paid for your efforts.

I want you to build a profitable and sustainable business that lasts past the first year in business. I don’t just want you to survive. I want you to thrive as an auto freight broker. With this disclaimer aside, if you’re ready to really change how you approach your business…

If you can keep an open mind about how you approach leads and what you say / do…

Then this list will be helpful for you. This list when implemented correctly will make you more money.

#1 You Haven’t Done Your Job

The first reason why you don’t have freight broker clients is because you haven’t done your job during the sales portion of their journey.

Every customer goes through a customer journey. What that looks like for you will be very different from what that looks like for the broker down the road.

During the sales call you want to achieve 3 key things.

1 You want to make them feel seen and heard.

2 You want you to be the obvious choice.

3 You need to gain instant credibility.

If you haven’t made them feel like you understand their problems. Then you won’t make them feel seen and heard. It’s as simple as actively listening to them and being able to extract their deepest desires and pain points.

Likewise if you haven’t made them feel like you can actually solve their problems, you won’t win their business. They have to feel like you’re the perfect person for the job. What you say and do matters in making you the obvious choice.

Finally, if you haven’t made them feel like you’re qualified to do the job. If you haven’t shifted from being the salesperson to being the expert in your niche, you won’t garner that instant credibility piece.

#2 You haven’t made it easy

The second reason why you don’t have freight broker clients is because you haven’t made it easy for them to say yes.

This one is almost always overlooked.

In fact, no one is talking about it.

But once you’ve been in business for as long as we have and you’ve worked with and consulted for as many companies as we have, this is nothing new.

A lot of well meaning freight brokers create friction within the buying process.

They don’t make it easy for their customers to choose them.

Some of it is self limiting beliefs, the “not feeling good enough”, the imposter syndrome.

And some of it is systems that are outdated, clunky and just plain old complicated.

When someone has to jump through hoops to work with you, they will go somewhere else.

It’s just that simple.

When we are hired to consult for our clients, the first thing we do is go through their buying process.

We note what happens when they find you.

What happens when they want more information about the services you offer.

What happens when they say yes, I’m ready to do business with you.

And more importantly we note what happens after the sale.

Ignore the last two and you’ll never convert freight broker clients.

Fall short of the first two and you’ll never have potential clients to convert in the first place.

It’s important to keep things simple.

In our course, The Ultimate Auto Transport Broker Training Course, we emphasize the importance of simplicity.

We encourage our students to create an experience for their clients.

Everything from how you write your emails, to how seamless the process of getting a quote and converting it to an order is.

These things can and will change the game.

So make sure you keep it simple and give the potential client an unforgettable experience.

Remember, the sale happens before the actual sale.

If you’d like to learn more about this, we invite you to check out our course.

#3 You’re a commodity

The third reason why you don’t have freight broker clients is because they see you as a commodity.

Commodity brokers come a dime a dozen.

And as a potential client, when they see your business and are able to compare it to the freight broker down the road, you’re losing.

That’s why some brokers hear things like “you’re too expensive” or “you’re the highest quote I received.”

Potential clients are comparing grapes to grapes instead of grapes to oranges.

Your job as a freight broker is to stand out.

To be different.

And the best way to do that is to specialize.

Whether you specialize in auto transport brokering, flatbed, flowers, or dry van…

You want to choose a niche where you can really show your value.

This way when a freight broker client lands on your site where you specialize in Flower Shipments…

And they happen to be looking to ship flowers on a regular basis, you will stand out.

And in some niches like auto transport, you’ll find that you need to specialize even further because just saying you ship cars in today’s climate…

Is not enough.

For example you may specialize in Foreign Car Transport.

Or you may want to specialize in motorcycles.

Yes, that’s totally a niche you could work in.

Especially if you love motorcycles.

You will have your unique edge.

Regardless of what you choose to specialize in, you need to show clients that you are not a commodity.

That you are the rare gem that you are.

So there you have it.

3 reasons why you don’t have freight broker clients. This list isn’t exhaustive, but it is a start. It is the 3 most common yet powerful things you can adjust in your auto freight broker business to make more money. If you like this article, please share it so you can help others just like you.

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