Freight Brokers are intermediaries between loads that need to be shipped and carriers who move those loads. As middlemen, their expertise truly does add value to shippers by providing cost savings, efficiency, and reliability. However, in order to be successful, Brokers must continually find loads that need to be moved. The question then, is where are the best places to look for loads?
Let’s take a closer look at 6 resources Freight Brokers can utilize to get loads.
1. Shipper Referrals
In every industry, referrals are gold. The same is true with transportation. Referrals are powerful because they turn an otherwise cold lead into a warm one.
But, let’s back up for a moment. In order to get referrals from current customers, you must first provide excellent customer service. This includes communicating effectively, solving problems proactively, using vetted carriers, and ensuring freight tracking is a priority.
As a Freight Agent, this is where partnering with a trusted brokerage that provides you with the tools you need to succeed matters. At Kopf Logistics, we provide our agents with an award-winning Transportation Management System to do just that.
Once you have a referral, the next step is to research their shipping needs and make an introduction in person or by phone. We recommend keeping a spreadsheet with referrals so their information can be accessed easily.
2. Your Shipping Network
Along with referrals, take a look at your current shipping network. Networking and building relationships throughout your day-to-day operations is another great source for potential loads.
Make a list of all your past and current shippers, carriers, or contacts who might have shipping needs. A spreadsheet is helpful for this. Note the following:
- Industry type
- Freight being moved
- Method of transport
- Location where freight is picked up and delivered
- Contact information
You can then search online for “manufacturers of (product you already ship)” or “manufacturers in (location of lanes you already use).” This is a great way to use your shipping network as a springboard for finding new loads.
3. Cold Calls
In order to generate revenue, you need to continually fill your sales pipeline with customers. One way to reach out to cold leads is by cold calling. Making yourself known in business takes time and not often fun, but is a key component in becoming a successful Freight Agent.
When you cold call, try this script or email template to get started. Remember to look for points of connection, ask questions to understand their needs, and clearly state the value you provide.
4. Load Boards
Once Freight Agents have established strong shipping networks it’s easier to find loads, especially with the help of load boards. Load boards are online databases where shippers can post available loads. This makes it easier for agents to quickly search for freight needing to be moved.
There are both free and paid load boards. The paid options are often more robust and have additional features such as allowing you to contact the shipper with a single click. Here are four of the most popular paid options:
At Kopf, we provide our Independent Freight Agents with subscriptions to DAT and Truckstop. It’s just another way we equip our Agents with the tools they need to succeed.
5. LinkedIn
Now it’s time to get a little creative. If you have the capacity and willingness to try something not many Agents are doing, head over to LinkedIn. This social media platform is all about networking, but keep in mind it will likely not provide quick leads and does take time. This is a strategy that is helpful with the long game in mind. You can use it to both build your reputation and connect with prospective customers.
First, we recommend starting a personal page, completing each part of your profile. Personal pages tend to convert better than business pages. It’s easy to skip this step, but if your profile isn’t optimized, you risk looking inexperienced and unreliable upon first glance.
Second, be active on the platform. Post a few times a week highlighting the value you provide, addressing common shipper questions and objections you hear, and feature happy customers too. If you partner with a brokerage like Kopf, simply reshare their content on your page and add a few sentences of your own.
Third, research potential shippers and comment thoughtfully on their content. You can also take advantage of InMail to send messages to leads. If you use a template or pitch, be sure to personalize it for each lead.
6. Cross Cargo Research
Lastly, the sixth way to find loads is by being flexible with your load transport types. Explore other types of cargo you could ship with your vetted carrier network.
This might mean shipping the same type of cargo from different shippers utilizing the lanes you already access, or shipping different types of cargo utilizing the types of trucks your carriers already use.
To do so, keep in mind The Bureau of Transportation Statistics publishes a list of freight shipments by commodity. Use this as a starting point for your own research. Combine that list with our recommendations for the best industries to target.
Final Thoughts on Where Freight Brokers Get Loads
Finding loads is an essential part of a Freight Broker and Agent’s success. Fortunately, there are a variety of resources for success: referrals, your network, cold calls, load boards, LinkedIn, and being flexible with cross cargo opportunities. Maximize your success by utilizing as many of these resources as possible and then work the phone and call those leads. You’ll be on your way to finding loads and generating more revenue in no time!
Ready to maximize profits? Read this next: How Freight Agents Increase Profit Margins.