Shipper Follow Up Scripts

If you’ve ever heard the line, “the fortune is in the follow up” you may wonder if that is the truth.
I'm here to tell you it absolutely is. In fact, on average in sales it takes a minimum of 12 contact
attempts to turn a cold prospect into an interested lead asking your for rates. This guide is
going to be your follow-up toolbox to make sure you say the right things at the right time
depending on the unique situation of each contact you make.

This guide is meant to be used in conjunction with the shipper crm template provided to you in
this course.

Linkedin Follow up messages:

Prospect has been sent a linkedin message but did not answer.

Send after: 72 hours of no response

“Hey XXXXX just wanted to float this to the top of your inbox. Do you have a chance to talk
about bringing on new brokers to help move some extra freight?”

Send after: 1 week of no response.

Hi XXXX I am sure you're busy but just checking if there is any freight you need help with
moving this week?
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Email Follow Ups:

Spoke with prospect on the phone and they requested more information.
Send after: 1 minute of speaking
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Hello XXXX

It was great speaking with you, thanks for taking the time.

As discussed, please let me know what you need from me to complete the onboarding process.

In the meantime if you have any lanes that need to be rated or covered. Please let me know
and I can assist with that.

Our full suite of services include:

● Truckload/LTL
● Hazmat
● Reefer
 ● Container Drayage
● Flatbed
● And more

Talk soon.
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Hello,

Thank you for taking some time to speak with me about signing on as another capacity option
for COMPANY NAME.

Attached please find my important documents including my license, insurance, Hazmat

certificate.

If you need anything further feel free to connect me with your onboarding team or let me know
and I can send anything to you direct.

In the meantime if you have any lanes that need to be rated or covered. Please let me know
and I can assist with that.

Our full suite of services include:

● Truckload/LTL
● Hazmat
● Reefer
● Container Drayage
● Flatbed
● And more

You were given the shipping manager’s email by the secretary but the shipping manager
did not answer the phone.
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Hi XXXXX

I’m YYYYYYY from EXAMPLE LOGISTICS. SECRETARY NAME gave me your email and I
wanted to reach out and see if there was any loads I can help you cover or future moves I can
provide a rate quote for.

I can assist with

● Truckload/LTL
● Hazmat
● Reefer
● Container Drayage
● Flatbed
● And more
Thank you and feel free to email or call me anytime.

You had a conversation with a shipping manager but they did not answer your initial
follow up email.
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Hi XXXXX

Just checking in from our last conversation. Do you have anything I can help you cover or
provide a rate for. Would love to have a chance to earn your business.

You can reach me anytime.

Talk soon,

Weekly Follow up email: Send these on a weekly basis.

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Hello XXX

I have some capacity in the [Region they ship from]. I wanted to see if you have anything on the
schedule that can be a fit.

Let me know and I can work on some options for you.

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Hello XXX

I’m sure you have seen capacity is booking up at a record pace into the next few weeks. I am
here to help you cover and quote any upcoming lanes from today into the next few weeks.

Contact me anytime for quotes and availability and I’ll be happy to help.
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 General Follow Up Guidelines:

Follow up is an art and it will take some time to master a flow that is right for you. You can get
the most value out of your follow up process by choosing a process and sticking with it.
Consistency is just as important as frequency. Here are some general rules to apply to your
follow up process.

Example Follow up schedules:

Prospect:
Defined as someone you reached out to with a cold phone call or linked-in message. The
prospect has not given you any loads to quote.

Goal: Obtain an email address for the contact and ultimately requests for quotes.

*Initial Contact by Linkedin message or phone call*

24 hours later – Email (If you have) or phone call if you do not have an email address.
72 hours later – Email
1 Week later – Phone call
10 Days later – Email
14 days later – Phone call
2 contacts per week thereafter until you receive your first quote request.

Lead:
Defined as someone who has given you a quote request and continues to maintain regular
contact with you.

*Receipt of first quote request*

- Respond to quote requests promptly as received.
- Contact only 1-2 times per week by email.

Active Customer:
Defined as someone who has transacted a load with you.

Goal: Get another load.

Contact only 1 time per week.

Ex. Hey! Just checking if there is anything you need help with this week.