April 20, 2021
Creating efficient carrier relationships its comparable to meeting someone new. It's crucial to start the relationship on the right foot by creating a fantastic first impression and slowly getting to know the person. Knowing what they like and what they don't like, how they want to be addressed as, if they are formal or informal in their communication or even the time of day they prefer to communicate.
These small details are the ones that make the difference when building solid and long-lasting relationships.
When working with carriers, it's the same thing. Initially, understanding their side of the story is essential. Put yourselves in their shoes and view the business as they would, allowing you to visualize possible issues differently.
In a universe filled with great service providers, what will make you unique? What will allow you to stand out from the rest?
These are some of the significant elements to consider when trying to create long-lasting relationships with carriers?
To start this journey on the right foot, listen to the carrier, be receptive, and view their need through their eyes. Being attentive will allow you to ask the right questions and create structured plans that will exceed their expectations.
Knowing the number of trucks they have, their preferred routes, backhaul lanes, and other relevant insights will allow you to create strategies that align with what they have, and help avoid unrealistic parameters.
Even though you may feel that everything ends when you sell the freight or close the deal, it does not. Working with carriers requires constant communication, by phone or email, depending on what they prefer.
Keeping in touch with carriers will allow you to continue discovering more about them, which will help you in the long run since it provides information, you need to satisfy their expectations.
If you have an update or know something that can help them, you should let them know. Going the extra mile is especially important when it comes to creating relationships since it shows the client that you care and are interested in their success.
The worst mistake you can make as a carrier sales representative is forgetting the carriers you have already talked to. This shows a lack of professionalism and does not give off the best impression. Always keep a list close by with contact names and dates, be organized, and avoid uncomfortable situations that can affect or even wreck the relationship altogether.
While on a call with a carrier, give them relevant industry information, talk numbers, show off your knowledge. Talking industry will help you seem more reliable, and clients appreciate that.
Keep up with industry trends and always have plans a, b, and c if possible. Creating different scenarios in your head will show high preparation levels that portray how much effort you put into your work.
Keeping in mind all the elements mentioned above will allow you to create trust with carriers. Trust is an essential component in any great relationship. If there's no trust, there is no way the relationship will flourish.
Ultimately, freight operations only run smoothly when great relationships are made. Teams are more efficient and work harder for people that they like and can rely on. Creating spaces where you can listen to the carrier's needs and giving them the right solution to their problems will help build trust and start the working process the right way.
Kathy Monroy is an experienced Communications Specialist and Journalist. Driven to go above and beyond, Kathy produces high-quality content specializing in transportation and logistics, marketing, sales, and technology. Her goals include becoming an expert and an authority in her line of work, always providing her audience with the most relevant and useful information.
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