Clients ask me frequently, John, if I go into a transaction with a shipper for a "lower" rate, is this a good strategy in order to get my foot in the door?
First, how would anyone really know if they are going in at a lower rate? Maybe it means that if a Shipper wants to pay $1.60 per mile, you might think you are getting your foot in the door if you agree to get a truck for $1.40 per mile. This is not the way to do it, in my humble opinion.
Here is the thing - if you go in with a "lower" rate some shippers will expect you to stay at the lower rate; others may bump the rates higher if they can and if you perform real well. If you are dealing with a new shipper, you don't know which kind they are. So, time and experience will tell.
In our training, you will find several strategies for dealing with shippers and rates. Time and experience will be your best teacher - but you have to at least have some of the basics in mind before you go out into the real world. You don't want to come across as being ignorant when it comes to negotiations.
You can get a good start by going here: www.atexfbt.com
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