When hunting new customers, it's easy to establish yourself as a trusted partner with GenLogs.
Steps
Look up the shipper by name in GenLogs
Identify their location(s). Click into a location to view its lanes
Name drop 2 or more of these lanes in your cold outreach
Example
SALES REP: Hi ABC Shipper, this is John from Example Logistics.
I know you get a lot of these sales calls. I'd love to run you through the strengths in my network. If there's alignment, let's do business. Otherwise I won't call you again.
How does that sound?
SHIPPER: OK go for it.
Look at their network map in GenLogs. Reference a couple of their lanes. In this case, we will mention their lanes servicing Houston, TX and Kansas City, MO.
SALES REP: We are really strong from Dallas to and from Houston and Kansas City. Is there any chance you have volume for either of those lanes?
SHIPPER: Actually, yes. We run both of those lanes.
Conversation continues...
Conclusion
By naming multiple lanes of the shipper, you are able to stand out to other brokers and show the prospect that you understand their needs. Coming into a call already knowing someone's lanes also makes the conversation warmer and faster than a typical cold call. From there, you can discuss pricing and other details to close the sale.
Questions about using GenLogs for outreach? Reach out to us at [email protected].