Top Achievers in the Referral Progam- Just ask how its done?

The referral program is the best thing in the trucking industry since CB radio's. This program provides the driver the opportunity make more money, gives the recruiting department more productivity and it saves money on the rising cost of marketing and advertisment. Many of our drivers are TOP ACHIEVERS in the referral program because they know success is not finding just one driver, they are motivated to find as many drivers as they possibly can (CAN YOU HEAR ME HELLO!!!). It's all about developing relationships with other professional drivers. There is no exact science on building relationships with drivers with intent to influence a decision to bring drivers to your company but I tell you it STARTS WITH YOU.

You have the likes of Dan Baker who believes in the effectiveness of relationships in the trucking industry because it works. Drivers don't become a retention problem, delivers are on time, drivers feel they are intergal part of family oriented company and more business which is good for everyone. Now the big question is how to build a relationship with a driver. First thing to keep in mind is a professional driver image. When driving over the road wear the Epes logo wear with the hat to show pride in your company. Drivers are the reflection of any company, if your appearance is not professional then the preception of you equals the image of the company. Secondly keep your truck looking good, again the perception can again show lack of motivation. Drivers are attracted to confidence and competence our drivers displayed out on the road. So now you have their attention, now its time to build from there.

The technique you will be using is called the TRUST Bassline developed by Sales Icon, Zig Ziglar. It is used by the military and many different corporations to sell more as it relates to recruiting.

• THINK - Prepare yourself before you talk to potential driver. Treat Epes Transport as if it was your company, use your perception and knowledge of driver to determine what you are to say.
• RELATE - Make a impression and develop a rapport with the potential driver.
• UNCOVER THE NEEDS - Listen just listen, identify the problems they have with current company, i.e. My truck is constantly broke down or I am not getting home regularly..CAN YOU HEAR ME HELLO!!!! LIGHT BULB MOMENT!!!
• SELL THE SOLUTION - Now you hear the issues they are having with their current company. Now sell them only on things they had identified when you were listening. Dont over sell or you run a risk losing your rapport.
• TAKE ACTION - Get their contact information to include email address if possible, and send the information via Macro 2o on your Qualcomm. Follow up with the driver and the recruiter.

Following these simple but empowering steps you will be a TOP ACHIEVER in the Referral Program. Remember every month we conduct a drawing for drivers who have at one referral to win additional prizes up to $1000.