In an industry full of fly by night companies here’s a guide to help you stay in business.
- Make sure your sales are as strong as possible. Call the top dogs to see how they pitch. Use successful sales scripts.
- Purchase at least (500-1,000) leads to properly gauge performance.
- Bear in mind that most deals often close weeks/months later.
- Always view lead performance reports from the date your campaign started to properly analyze. Not just the current week or month.
- Take as many leads as you can handle. The more you process, the more money you’ll make.
- The leading brokers in the industry run 24/7, and so should you. Statistics show some of the best leads come thru in the evenings and on weekends. It’s simple… there’s less brokers competing for them during those times. Furthermore the average joe works 9-5 M-F, so it makes sense to contact them when they are off work.
How to Fail
Everyone thinks they’re a winner. The odds are already stacked against you along with the age old fact that 80% of businesses in general fail. So don’t make it worse. Companies engaging in the following practices are often forced to close their doors within 3 months or less.
- Burn customers. In no time you’ll rack up bad reviews which will surely hurt your business. A Google search of your company’s name with results full of bad reviews is a tell-tale sign you’re going out of business if you haven’t already. Lose your Merchant Account… GAME OVER!
- Burn truckers. Great way to earn bad ratings on Central, or worse, earn a claim against your bond. Lose your bond, and you’ll get kicked off of Central. GAME OVER!
- Burn lead providers. There’s only a handful of lead providers, and word spreads quickly. You’ll be breathing through a straw when no one will sell leads to you. GAME OVER!
- Purchase 250 cheap leads or less, then complain about the quality of “cheap leads” right away without allowing ample time (weeks/months) for deals to close. Short term rookie mistake right there. You’ll get squashed like the cockroach you are by the competition. Closing deals often happens in waves. 250 leads or less doesn’t give you the chance to catch that wave of success.
- Wait until snowbird season to buy leads. This is without question the most competitive time of year. It’s a bloodbath. Inexperienced brokers get crushed like the cockroaches they are. Furthermore there aren’t more leads to go around. In fact, there’s significantly less people moving their cars, but there’s a flood of brokers competing for their business. This causes widespread lead shortages. Lead providers are often sold out. So secure your lead spots before September, and plan on holding them thru April.
- Use e-mail instead of a CRM. CRM’s can be pricey but the numbers don’t lie. Statistics show that brokers who use e-mail to manage their leads don’t last very long. See our list of auto transport crm providers
- Ignore your bottom line Most small business owners, especially auto transport brokers, don’t know their numbers. Most don’t crunch the numbers correctly or at all. Most brokers fail to factor in basic overhead such as rent, employee commissions, software costs (CRM/Load Boards), phone service, licenses, insurance, web design, web site maintainance, web hosting, tech support, lead costs, etc. Keep your eye on the prize!
Most lead providers don’t accept credit cards. Truckers do not accept credit cards either. This is due to the high risk of credit card fraud/abuse brokers are known for. Furthermore truckers and most Lead providers don’t have the means to accept credit cards.
What to Look Out For
- Any lead provider that badmouths another lead provider. This is a huge red flag.
- Beware of lead providers that own and operate brokerages, and resell you their used leads. Read the reviews to find out who you are doing business with.
Not everyone is a winner. Purchasing leads is at your own risk. You need to be held accountable for your your sales skills (or lack thereof), and any of the countless other variables on your end.
You can please some of the people some of the time… at the same time… not everyone is a winner.