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Acquiring new shipper clients and forging strategic partnerships is challenging in 2023. How can you get customers for your trucking company without breaking the bank? How can you find clients as a truck dispatcher for your owner-operator trucking business? What’s the best way to find new connections?
The list is almost endless, but answering these questions gets even more uncomfortable as the market swings back in favor of shippers. According to Supply Chain Quarterly, the trucking industry is still experiencing an “unfavorable” outlook through 2024, and performance in 2023 has seen an approximate 5% decline. Having a few tips in play is important to get more business. Here are nine practical tips for finding loads to haul and fostering growth.
1. Research and Identify Profitable Routes.
The path to finding success and knowing how to find customers for trucking companies is long and arduous, but it’s not impassable. An informed business plan is the first step to successful marketing and knowing how to find clients as a truck dispatcher, company founder, or an upcoming owner-operator.
Your marketing strategy is crucial to your success, and every marketing strategy starts with following the facts. That must include identifying and prioritizing the most-profitable routes for your trucks. Know which freight brokers run those lanes and where the potential customers are most dense. Thoroughly analyze market demand and trends to find loads that offer high potential for profitability. Also, be sure to consider backhaul opportunities in your analysis.
2. Establishing Strategic Partnerships.
Collaborating with complementary businesses, such as trucking company startup software brands like CarrierSource, independent truck dispatchers, and load board services, can help you find loads and expand your network. Each company will offer different services, such as the difference between CarrierSource’s pre-filled company profiles versus access to a list of available loads at DAT or Truckstop.com.
Claim Your CarrierSource Profile Now.
Regardless, form alliances with suppliers, manufacturers, and other fleet owners to generate client referrals and explore potential trucking contracts. Depending on your business's finances, you may even consider hiring a freight factoring service to reduce cashflow constraints and support long-term growth while you find truckloads.
3. Get a Website and Place to House Reviews
Develop a robust online presence to find shippers and attract potential clients. You must create a user-friendly trucking company website that showcases your trucking business and freight contracts’ history, including past completed deliveries and client satisfaction scores. Further, you can leverage search engine optimization (SEO) strategies to rank higher in relevant search results and reach your target audience effectively. Of course, SEO is a bit more advanced, so it’s best to start by aggregating your reviews into a central database.
4. Leverage Online Freight Marketplaces
Registering on reputable load boards and online freight marketplaces or review centers, including CarrierSource, can help you find loads and connect with clients seeking trucking contracts. In many cases, these are one-off spot loads, but each spot load is an opportunity to create a longer-term contract.
Showcase your services, fleet capabilities, and competitive pricing to stand out. It is that simple.
5. Provide Specialized Freight Services
Specialty logistics is a great way to defy the conventions in the trucking industry and make your mark. These may include loads requiring pilot vehicles, power line lifting, or additional equipment to complete a delivery successfully. It all starts by identifying niche markets or industries with specific truck-loading requirements. Plus, specialty capabilities will effectively position your trucking business as an expert in meeting unique client needs.
6. Cultivate Strong Customer Relationships
Building relationships with existing clients and potential clients is essential for sustained growth. Customer service is the backbone of any thriving business. Since your business is trucking, you must provide superior customer service before pickup, during transit, and after delivery. That’s the only true way to deliver exceptional trucking services, maintain open lines of communication, and offer flexible freight contracts to earn their trust and encourage repeat business. Period.
7. Engage in Industry Events and Networking Opportunities.
Every business should take advantage of industry and networking events. Truck drivers and company founders should participate in trade shows, conferences, and industry events to find shippers, connect with fleet owners, and expand your truck dispatch business network. Many of these groups have little to no membership fees, especially considering the extensive connections you’ll create. A simple search on LinkedIn or your preferred social media platform is a great place to start finding such opportunities.
8. Showcase Positive Reviews of Your Services
Aggregating and displaying reviews of your services deserves a special place in your marketing strategy. Displaying customer testimonials and positive reviews of your trucking business helps build credibility and attract new clients. You can highlight successful customer experiences, satisfied brokers, and positive feedback on your website and social media platforms. This is the capability behind the free CarrierSource profiles available to all truckers.
Learn more about how to claim your free CarrierSource profile here.
9. Monitor and Adapt to Market Trends
Your strategy starts with staying in the know, but it’s a cyclic process. It must begin AND END with staying informed of what’s happening in the trucking market. Stay updated on industry developments, government contracts, and market trends to remain competitive and find trucking contracts. Adapt your services, fleet capabilities, and strategies to meet evolving client needs. Remember this above all else; the freight industry can be a feast or famine, and by improving your process year-round, you’ll be better equipped to handle the next shift in the market.
Get More Clients For Your Trucking Business With CarrierSource.
Implementing these nine practical tips will help you attract clients, secure contracts, and build a successful trucking business. Yes, an armada of load boards and resources is still available for you to use, but why not stack the deck in your favor? Start by following the above tips, and don’t forget to claim your CarrierSource profile now.
