Generally, the best way to get customers is through the Internet and then getting on the phone. So, your first contact will be over the phone - but on many occasions, you will be directed to voice mail. So what do you do? How do you handle this?
If you get a recording, listen carefully to get the shipping manager's name. He may say something like "Hi, this is Robert in shipping. Leave a message".
You may leave a message if you like; but in reality, the potential customer will not return the call. They are busy. So, you will call back again. If you can't get a live person after 3,4 or 5 calls, you may want to leave a message. Again, they may not return the call.
So, you go on to the next person on your calling list.
If you get a live person when you call, you want to simply ask, "Do you use freight brokers?" This way you can get to the point without wasting everybody's time. If they don't, you move on. If they do, you will ask if they have a few minutes to talk. If so, you will start asking questions about their business.
Trust me, this is where you will separate yourself from those who don't know what they are doing. Many freight brokers don't have experience and they don't get properly training. They have no idea what to ask. You don't want to be in that broker's shoes because you will probably get the shake off.
Shippers want to talk to people who know what they are talking about.
There is much more to this but this is a general outline and may get you to thinking about how you are going to approach your potential customers. Don't blow it. Either get experience or get trained.
You can get started here: http://www.atexfreightbrokertraining.com