10 Ways Freight Brokers Can Generate Leads

Lead generation is a difficult and time-consuming task but the success of your business hinges on identifying new prospects and attracting them to what you have to offer.  The ultimate goal for your freight broker business (or any business) is to generate more leads to convert into customers so your business will grow.  The suggestions below are designed to help freight brokers fill their sales lead pipeline.  The more leads you have in your pipeline, the more prospects can be converted to customers which means more money for you and your freight broker business to grow and prosper.

Here are 10 places freight broker agents can generate leads to grow their business:

1. Start with people that you know – your current contacts:  Ask friends and family where they work.  Not every company requires shipping, but many do.  A freight agent’s current contacts are a great source for leads, and once you get a lead inside an industry you can prospect other companies in the same industry.

2. Keep a notebook in your car/truck:  You can write down names of companies you see on the road.  Write down the company, any nearby landmarks, and any other information you can use to establish rapport during your conversation.

3. Referrals:  As you get more customers and build a reputation, they will refer other customers to you.  Companies that you’ve picked up from and shipped to are another good source, but wait until after the shipping is complete to contact them so you have success under your belt.

4. Companies in the same industry or companies you work with:  When freight brokers tell companies they specialize in produce or lumber, they will establish expertise in the client’s eyes.  Check shipping labels on produce or food for information on how they are shipped.

5. Check customers’ credit reference sheets for new leads:  Mention that you were referred to them by the customer.

6. Go to Thomasnet.com:  Start calling the customers on their list.  There are 10’s of thousands of them.  If you’re not comfortable with this, pick an industry you are familiar with and start there.

7. Look at where current loads are picked up or dropped off:  Call these places.  Usually they will tell you they do not have any loads that need to be moved, but if you are persistent, you will find they have loads that need to be moved.

8. Research the destination of your current loads:  Companies in these cities will have loads to be moved, and know that they will get a better rate if you are already shipping to their city.

9. USDA produces a valuable resource at MarketNews.usda.gov:  This can be a great resource for freight brokers and the prices and freight information are updated every Wednesday.

10. Go to ProduceMarketGuide.com:  This has regularly updated information on produce.  CareersInFood.com also has resources about food manufacturing.  Manta.com gives in-depth information about companies, including email contacts.

These are just a few ways that freight agents can find new prospects but the ultimate success of your business depends on your actions.  To be a successful freight broker agent, you must continue to put in the hard work of introducing yourself, your freight broker business and your services to new prospects regularly then continue that momentum by building relationships, stimulating referrals and finding additional opportunities when possible.  Your reward will be a thriving pipeline that will skyrocket your business at high-times and help to carry you through slower times.  Just like solidifying any good habit…lead generation cannot be a one-time activity but rather a way of life.

35 replies
  1. Ivy Baker
    Ivy Baker says:

    I am so glad that you pointed out that you should research where your stuff will be shipped too. I would have never thought about how it would be a good idea to know a lot about the port my stuff is being shipped to. If I owned a business I would want to know if the port handle the freights really carefully.

  2. 6Connect
    6Connect says:

    When evaluating whether to place business with a logistics company a buyer should look for detailed domain industry vertical knowledge and experience, demonstrated capacity to take on new business, and appropriately sourced customer endorsements, amongst a variety of other factors.

  3. Najma Qureshi
    Najma Qureshi says:

    Interesting. A freight broker works to determine the needs of a shipper and connects that shipper with a carrier willing to transport the items at an acceptable price. Thanks for sharing these tips and tricks for freight broker to become a lead generation.

  4. Roger Sanchez
    Roger Sanchez says:

    Thanks for taking the time to publish this! Many time newbies have no resources to get started, one of the things I think you might want to add in future articles is how important Trade Shows can be for networking.

    • Mayda
      Mayda says:

      Hi, I am a prospective broker. Getting my business started in less than 3 months! Would you please expand on the trade show networking method to secure leads? Thanks in advance.

  5. Novelette Ducasse
    Novelette Ducasse says:

    I am a Carrier with cargo and sprinter van and would like to find shippers that work directly with Carriers can anyone make any suggestion please I am nearly keeping my head above the way. I need your help please

  6. Carlos Orihuela
    Carlos Orihuela says:

    All of this are things I’ve always practice in 9 years as an auto transport broker but in these days this is very very helpful thank you so much

    Interamerican Auto Transport Inc

  7. Rebekah Hill
    Rebekah Hill says:

    Thank you for your insight on how to become an effective freight broker. It’s imperative that people that are just entering this line of business have a good understanding of how committed and determined they must be to be successful. And, I appreciate your time and energy that you put forward to share this information. Praying that you are blessed abundantly for you willingness to share this information.

  8. Davisha Miller
    Davisha Miller says:

    This is the most professional information I have found. The questions to ask the potential customers, the web address for lead, etc. are all very important; I thank you all for sharing this information. I know I will be very successful.

  9. Brian
    Brian says:

    Also if you need clients you should list your company at directories like freightlist.online, azfreight.net, cargoyellowpages.com and etc.

  10. Marquita
    Marquita says:

    This was a very informative read. Thank you for sharing in great details. I am trying to gather as much information as possible before I start what will be my very own brokerage company real soon. This article gave me necessary pointers!

  11. Julian M. Bakke
    Julian M. Bakke says:

    Thank you for sharing this article.Lead generation is a difficult and time-consuming task but the success of your business hinges on identifying new prospects and attracting them to what you have to offer

  12. Rebecca Gardner
    Rebecca Gardner says:

    Thanks for explaining that freight brokers can research where their current loads are going since they may be able to get a better rate with new leads. I just learned that my brother is looking for a freight broker training program because he thinks the logistical side would be a good career fit for him. I’ll have to send him this article so he can establish good practices for getting leads from the start!


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