"Know When to Hold 'Em" - Strategy #6 From Negotiating with Freight Brokers and 3PL's
So, here you sit, at your desk talking with a broker about a load. Meanwhile, you still have lots of trucks to cover, phones ringing, one driver late and going to miss an important customer pick up, another driver MIA, customer keeps calling about load, lots of pressure, trying to increase revenue per mile and margins, and keep drivers... Lots to do. Sweat is starten to moisten your forehead, your beautiful, blonde secretary notices and stops what she is doing to wipe your brow. Well, Ladies and Gentlemen, there is an invention that helps in negotiating while increasing productivity at the same time. The most effective tool in your negotiating arsenal - "The Hold Button".
Keep the broker on "ice"... Put them on hold while you are deciding what to do. Patience is a virtue and revenue increaser. Patience, Patience, Patience. Are you already at a higher rate than expected? How much more money will turn this from a good load into a great load? Another $200,$300 or more? All the additional revenue you can get now is sweet, sweet, profit. Have your reasons prepared before you come back and tell them another $200 and let's wrap it up. The longer they remain on hold the better. Don't let them stay on hold for longer than a few minutes without picking up the phone and letting them know you're interested in this load and trying to get it worked out while you have them on hold, and thank them for their patience. The longer they are on hold, the more time and effort they have invested in selling this load to you, the more they want to wrap it up and move onto the next load. An extra ten minutes of "hold" time with each load will generate a lot of extra $$ every time.
