Let's talk about cold calling drivers

Summary

In this video, Denis from Never Stop Trucking discusses effective cold calling strategies for dispatchers, brokers, and sales teams in the trucking industry. He highlights the importance of honesty, personalization, and engaging in meaningful conversations with potential clients rather than relying on common but ineffective scripts. Emphasizing empathy and follow-up strategies, Denis shares tips on managing objections and building relationships. He also touches on avoiding mistakes like using misleading phrases, employing thick accents, or misrepresenting oneself. The goal is to improve cold calling practices, increase carrier partnerships, and provide better service in the industry.

Takeaways

• 😀 Be authentic in your cold calling approach. Avoid using misleading phrases like 'I have loads' when you don't have specific loads to offer.
• 😀 A good introduction in cold calling is important. Start with a clear and concise introduction and avoid overused phrases that don't catch interest.
• 😀 The value proposition should focus on solving the potential customer's problems, not just about what you can do for yourself as a dispatcher.
• 😀 Engage the person on the other end with open-ended questions about their needs and pain points to make the conversation more natural.
• 😀 Personalize your approach to each potential customer as not all drivers and owners have the same needs or preferences.
• 😀 Handle objections with empathy and persistence. Ask follow-up questions to understand what the customer values in their current service provider.
• 😀 After a cold call, send a follow-up message, either via email or text, to reinforce key points and express gratitude for their time.
• 😀 Respect the timing of follow-ups and ensure they align with what the customer has agreed to. Avoid pushing too hard as it can turn the person off.
• 😀 Keep notes on each lead, including their specific needs and preferences, to help you personalize future interactions and build a better relationship.
• 😀 Be aware of the common issues drivers face, such as long deadhead miles, low-paying loads, or heavy loads. Focus on how you can solve these problems.
• 😀 To create better relationships and trust, don't pretend to be someone you're not. Use your real name, and avoid using fake titles or personas.

Q & A

What is the primary focus of cold calling in the trucking industry according to the script?

The primary focus of cold calling in the trucking industry is to connect with carriers, drivers, and owner-operators to expand networks, increase opportunities, and build relationships, despite the practice often being unpopular.

Why is starting a cold call with 'I have loads' considered ineffective?

Starting a cold call with 'I have loads' is considered ineffective because dispatchers do not typically have loads at the time of the call. It creates a misleading impression, and callers should focus on addressing the carrier's needs instead.

What approach should be taken when introducing yourself on a cold call?

When introducing yourself, it’s important to keep the introduction clear and concise, avoid using deceptive phrases, and focus on engaging the person with questions about their needs and challenges rather than pitching services immediately.

How can a dispatcher build rapport with a potential client during a cold call?

A dispatcher can build rapport by asking open-ended questions about the client’s business challenges, showing empathy, and demonstrating genuine interest in solving their specific problems.

What role does empathy play in a cold calling strategy?

Empathy plays a crucial role by helping to establish trust and understanding. It allows the dispatcher to connect with the potential client, making them feel heard and understood, rather than just being sold to.

What are some common objections encountered during cold calls, and how should they be addressed?

Common objections include clients saying they are happy with their current provider or that it’s not a good time. These can be addressed by asking follow-up questions about what the client values in their current provider or offering to reconnect at a more convenient time.

Why is it important to personalize your approach when cold calling?

Personalizing the approach helps to tailor the conversation to the specific needs of the client, making them feel valued and increasing the chances of engagement. Personalization can be based on their business type, location, or preferences.

What is the role of follow-up in cold calling, and how should it be executed?

Follow-up is essential to keep the proposal top of mind. It should be done promptly after the call, with clear and polite communication. Sending a thank-you email or text reinforces key points and ensures that future follow-up aligns with the time and date discussed during the call.

How should a dispatcher handle a situation where a client is unavailable during a cold call?

If the client is unavailable, the dispatcher should ask when would be a better time to reconnect. They can also offer to follow up via email or text, respecting the client’s time while maintaining the conversation.

What are some common mistakes cold callers in the trucking industry make, according to the script?

Common mistakes include using scripts that sound robotic, making deceptive statements like claiming to have loads, using overly generic names, and having thick accents that may be difficult for clients to understand.