Competing on price alone is not a sustainable strategy for building a successful auto transport broker business. Unfortunately, so many brokers are being taught that to be successful, you need to charge less than $100 per vehicle.
This advice is completely wrong and very misguided.
Now obviously there are so many nuances to getting clients to choose you over 1000s of other auto transport brokers out there. But there are some basic concepts you can take and implement straight away. In the Ultimate Auto Transport Broker Training Course, you’ll learn these tips more in depth to help you build a solid foundation.
In the meantime, here are some tips for convincing people to choose you over the thousands of other brokers out there:
Establish a strong brand. Your brand is what sets you apart from other brokers. Develop a clear brand identity that reflects your values, mission, and unique selling points. Use consistent messaging and visual branding across all your marketing channels, including your website, social media, and any advertising you do.
Now I say establish a strong brand as if it is something that you can just design and boom you’re done. Not quite. Your brand goes beyond you logo and your website.
It’s a feeling.
It’s how you make your customers feel. It’s what they think of you when they hear your business name. It’s all those things in one. But in order to establish a strong brand in the first place, you need to know who the client is you’re targeting.
This goes so far beyond just saying you want to work with people who are shipping their car. What kind of person? What kind of car? These are just a few questions you need to ask yourself to identify your high value client.
Something you’ll learn in the course.
Build relationships. Building strong relationships with clients is crucial for building trust and loyalty. Take the time to understand their needs and preferences, and go above and beyond to provide excellent customer service.
Stay in touch with clients even after their shipment has been completed, and provide value-added services such as tracking updates and post-shipment follow-up. These little things go a long way to get repeat clients. This may not impact you directly while on the phone with a prospective client, but it is something that will get you in front of other clients who are a heck of a lot easier to convert.
Because a referral is worth more than any other client imaginable. So in a way, this is your doorway to profitability.
Highlight your expertise. Demonstrating your expertise in the auto transport industry can help build trust and credibility with clients. I know what you’re thinking.
But what if I’m new? I don’t have experience.
Although I have a training lesson on this specifically, I can tell you that being honest is the way to go. But you don’t need to have experience to show your expertise.
Expertise can be demonstrated by how you communicate with the person on the phone. In the questions you ask rather than being on the defense and answering a slew of questions.
Also it helps to get them ready for your knowledge. You can do this by sharing your knowledge through blog posts, social media, and other marketing channels.
There’s a true saying: The money is in the followup.
Every successful broker knows this. And the followup is a great opportunity to show your expertise.
Sending the right kind of emails is the most powerful thing you can do to help convert more people into paying clients.
Its what will most definitely make clients choose you over the 1000s of other auto transport brokers out there.
Provide a personalized experience. This goes without saying but someone needs to hear this. By offering a personalized experience, you can set yourself apart from other brokers who may offer a more generic service.
Take the time to understand each client’s unique needs and preferences, and tailor your services accordingly. Offer personalized tracking updates, helpful information on how to get better rates from carriers and other value-added services that cater to each client’s specific needs.
The word to pay attention to here is personalized.
The reason I need to highlight this is because so many auto transport brokers try to implement this by offering cookie cutter service options that don’t benefit the client.
What is the point of offering me a tie with my dress if I have no need to wear one? Yet many brokers do something like this.
On the contrary, if a client is looking to ship their car from a city on the outskirts of Birmingham and you know that it’ll take longer to get picked up, you can suggest they drive to Birmingham because it shortens their wait time and rate.
Little things like this not only shows your expertise but it also makes them feel like you’re actually trying to take care of them.
The age old saying: Don’t tell me. Show me.
Be transparent and honest. This is another no brainer but trust me. One day in front of a perspective client and your nerves go crazy. We all have been one objection away from losing the deal.
You have to resist lying or bending the truth. It never pays. Being transparent and honest with clients can help build trust and loyalty.
Be upfront about any potential issues or challenges that may arise during the shipment process, and provide clear communication throughout the entire process.
Honesty and transparency can go a long way in building long-term relationships with clients. In my experience being upfront with my clients have been the very thing that saved me and the relationship I established.
It also helped me to stand out from all the brokers who told little white lies to get the client. It’s just that simple.
There is no fast and short way to convince people to choose you over the thousands of other auto transport brokers.
Instead it requires establishing a strong brand, building relationships, highlighting your expertise, providing a personalized experience, and being transparent and honest.
It’s the combination of these simple but easily forgotten truths that will ultimately get you to become a trusted voice to clients.
By using these strategies, you can differentiate yourself from competitors and build a thriving auto transport broker business. One that will withstand the test of time and continue to grow year over year. I believe in you!
If you want to build a solid business and a strong brand, look no further than the Ultimate Auto Transport Broker Training Course. It will walk you through starting and running your auto transport broker business from the ground up.