Do you want to earn more money in 2016? Of course you do! Who doesn’t like more money? One of the main benefits of being an owner-operator with his or her own authority is the flexibility to make as much or as little money as you want. Plus you get to pick your routes.
While having the flexibility to choose your own routes and clients may sound great, it also means you need to find those clients in order to make more money and grow your business.
The job market is tough. Even in an industry with a driver shortage. You need to figure out what sets you apart from other drivers and why you’re the person to ship a client’s material. Let’s look at a few ideas to help you gain more clients in 2016.
Create Your Elevator Pitch
You need to sell yourself and your business. Why are you the driver for the job? Your potential client needs to know what sets you apart from all the other drivers that are bidding for their business. Avoid using the typical answers of “reliable and professional.” That’s what everyone says.
Create a short, unique speech that you can use to pitch to new clients. Practice and memorize it. A good pitch will tell something about you, something about your career, and no more than three strong facts about why you are worth investing in.
Develop a Niche
While not being picky and hauling any kind of freight can earn you a paycheck, specializing in a specific niche can drive new clients to you faster. Working with a freight niche allows you to build ongoing relationships with clients and network with their industry. For example, perhaps you live out West and haul cattle for a ranch in Montana. Word-of-mouth goes a long way. Do a good job and that client just might refer you to his ranch neighbors and next thing you know you’re hauling cattle 50% of the time.
Network, Network, Network
It’s all about who you know these days. Networking is essential in any job market these days including the trucking industry. Don’t think you have to network with just truckers either. If you’re home or on the road look for networking events open to anyone regardless of industry. You never know who you could meet at a networking event. Many businesses need to ship product and you could just be that person.
If formal networking events aren’t your thing, it’s okay. There are plenty of opportunities for informal networking. Sign up for your local adult softball league or join a book club. MeetUp.com is the world’s largest online network of local groups. You can do anything from yoga classes to photography classes to hiking in almost every city around the world.
Also Read: Using Business Plan to Get Ahead
Choose a Geographic Market
Truck driving can take you anywhere from Fort Kent, Maine to El Paso, Texas and everywhere in between. Specializing in a geographic area can help you gain new clients and become the “go to driver” in the region. Many drivers like to stay clear of the Northeast area, but if you’re willing to take the risk, it could payoff big in future when you become the top driver in the region.
Start by learning your lanes. Develop out-and-back routes by talking with the dockworkers that might have insight to other businesses in the area that need drivers.
Ask for a Referral
Word-of-mouth goes a long way in today’s marketplace. Don’t be afraid to ask your current clients, especially ones that you have a long-term relationship with, for a referral. Having a client sing your praises to another business is great, but referrals can work the other way too. Ask them if they know any other businesses in the area that could use your services.
Also Read: Coaching Your Business Towards Success
Follow the 80/20 rule and start out by asking the top 20% of your clients to referral you to other businesses or if they might know of other businesses that could use your services. It doesn’t have to be hard. Just simply ask, “Do you know anyone else who I might be able to help as I’ve helped you?” Don’t ask too early in the relationship either. You want to establish a firm and trusting relationship before asking your client to put their neck on the line for you.
Building a business and gaining new clients is not an easy task. It might eventually happen over time if you run regular routes, but if you’re serious about growing your business potential this year, then it’s time to be proactive. Start creating your elevator pitch, networking, and asking for referrals and you’ll be busy in no time.