One Horn Blog #32: Reach Your Ideal Shipper by Creating Your Shipper Avatar
Are you sure your prospecting efforts are reaching your ideal shipper? When I was doing sales for One Horn, I embarked on a networking frenzy which was fun. I met a lot of really great people, but I didn’t reach my ideal shipper. Now that I am targeting freight agents using avatars, I wanted to
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One Horn Blog#31: 8 Keys to Cultivating a Strong Carrier Base (Part 2 of 2)
In my last blog, I shared with you the first four keys to cultivating a strong carrier base. Now I will share the second four. Why is this important to your performance as a freight agent? Because having a strong, reliable carrier base can make or break a freight brokerage. If carriers are willing or
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One Horn Blog#30: 8 Keys to Cultivating a Strong Carrier Base (Part 1 of 2)
Having a strong, reliable carrier base can make or break a freight brokerage. So as freight agents, how do you develop one? One of our agents has a very interesting perspective that starts with his overall attitude about the business. According to our agent, freight brokers are unique to other salespeople in that we in
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One Horn Blog #35: 4 Agreements to Improve Freight Agent Performance
Want to improve your performance? I am always on the lookout for practices that will help me improve mine, so I will be on top of my game as often as possible. I recently reread The Four Agreements by Don Miguel Ruiz, a book that shares ancient wisdom to help people gain personal freedom and
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One Horn Blog #29: 4 Ways a Niche Strategy Can Help Freight Agents Prosper
It’s always a challenge to figure out how to grow your book of business. When we started out, One Horn did mainly construction materials and equipment on flatbed and oversize equipment. Then the Great Recession hit, so we diversified into more recession-proof necessities that people would have to buy and shipped in dry vans as
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One Horn Blog #28: 5 Questions to Enable You Exceed Your Shipper’s Expectations
It’s always exciting when a new shipper agrees to give you a chance. It’s also very nerve-wracking, because you so want to please him/her in order to build a strong relationship and ultimately get more business. The best way to find out someone’s expectations is simply to ask, but many people find this difficult. However,
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One Horn Blog #27: Does Sales Ever Feel Like Dating to You?
I never really thought of sales like dating until I was chatting with Joel McGinley of TranStrategy Partners. We were actually talking about recruiting, but as in everything, I try to think about how what I learn can be applied to making freight agents more efficient and effective. This probably should have been my Valentine’s
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One Horn Blog #26: How Knowing Your “Why” Can Bring Freight Agents Success with Shippers
Selling is all about building authentic relationships. “People don’t buy ‘What’ you do but ‘Why’ you do it,” said Simon Sinek as I was listening to his book Start with Why*. For freight agents, this means if you’re passionate about providing the best service you can to your shippers, that passion shines through and shippers
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One Horn Blog #25: Why Building on Your Strengths and Delegating Your Weaknesses Creates Success
Strengths and weaknesses, we all have them. And if you work for someone else, they are very happy to point out your strengths and particularly your weaknesses during your annual performance review. When I was working in corporate America, we were always taught to identify our weaknesses and work hard to improve ourselves in these
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One Horn Blog #24: 5 Steps to Diversify Your Book of Business to Take Charge of Your Destiny
Do you have one shipper that represents over 25% of your business? Are you what the music industry would call a “one-hit wonder”, someone who has one shipper that represents 100% of your business? Perhaps you have been extremely successful handling this one shipper, and they love you. You may also think you are too
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