In this video, we provide a cold call script for logistics and freight services. This video is a clip from a longer video where we play a recording of a salesperson making a cold call to sell fright services. You can watch that here.

 

Introduction

Here is the introduction for this cold call script:

Hi Tom, this is Michael Halper calling from 3PL Pros.
Did I catch you in the middle of anything?

 

Value Prop Cold Call Opener

After the introduction, we transition to a value proposition cold call opener, which opens the call by sharing the value or benefits provided by the product or service by saying something like:

The reason for the call is that we help businesses to:

  • Get the best rates and decrease costs for their freight
  • Improve and maintain compliance
  • Decrease the time they spend dealing with and managing freight
  • Optimize their loads and find the lowest cost carriers and shipping methods

After you share your value prop, you can use a sales takeaway to disarm the prospect by saying something like:

I don’t know if you are a fit with what we do or not.

 

Ask Questions

The central piece of the cold call script for logistics and freight services is asking good questions. You can start out by asking a few pain questions:

If I could ask you real quick:

  • How concerned are you about costs for inbound or outbound freight?
  • How much of a priority is it to improve compliance regarding shipping and freight?
  • How do you feel about the time it takes to manage and audit freight costs?

Depending on how the prospect responds, you can mix in or transition to asking a few current state questions:

  • What type of freight do you deal with the most?
  • Are you currently auditing your bills?
  • How much time are you spending on that?
  • Do you mind if I ask if your annual spend on shipping is above 100K?
  • How do you feel about your ability to negotiate the best possible rates?
  • Are you working with a 3PL?

 

Discuss Pain Points

If you don’t uncover any pain points or areas where the prospect has needs with your questions, you can share the pain points you help to solve by saying something like:

A lot of businesses we work with have challenges with:

  • Most businesses don’t have the volume needed to get the best rates
  • Can be difficult to stay compliant
  • Can be time-consuming to effectively manage and audit freight expenses
  • Challenging to optimize loads and choose the cheapest carriers and shipping methods

Are you concerned about any of those areas?

 

Product Intro

Hopefully, at this point in the cold call script for logistics and freight services, you uncover an area where the prospect has room for improvement, and you can then introduce your product and company as a solution to their needs by saying something like:

It might make sense to talk more because we are a 3PL and provide:

  • Inventory management systems
  • Flexible shipping options
  • Order fulfillment services
  • Customizable packaging services
  • Expertise in managing returns
  • 24/7 customer support

Some ways we differ:

  • Customized solutions tailored to client needs
  • Strategic partnerships with carriers
  • Exceptional customer service

 

Customer Example

An optional step to take here is to share an example of a customer you helped. This is a nice way to further explain what it is you sell, build interest, and establish credibility.

We worked with Nissan and helped them establish a cost per pound and piece price for their products.
As well as improve their compliance with vendors. And decrease their shipping costs.

 

Cold Call Close

After you have built interest, it is then time to close the prospect. And we are not closing for the purchase; if it is a cold call, the next step is to simply talk more, and we can close for that by saying something like:

But I have called you out of the blue, and I don’t know if this is the best time to discuss this.

Are you available for a brief call to learn more about you and discuss how we are helping businesses decrease their shipping rates and costs?

 

We hope this cold call script for logistics and freight services provides you with some new ideas for your sales and cold calling efforts!