Stefano Moretti

Logistics Consultant

[Stefano Moretti @iamstefmoretti]

Click the link below to see how we get you 5-10 shipper sales calls/mo on a performance basis 👇

https://t.co/u9eZqnFsHc

[Stefano Moretti @iamstefmoretti]

If you've "tried outbound" and it didn't work, it's usually:

- Launched too small (200 emails/day is guessing)
- Asked for the call too early
- Had no post-reply process

Copy matters.

But mechanics matter more.

[Stefano Moretti @iamstefmoretti]

"We sent 20k emails and got nothing" usually hides a list problem.

Before sending volume:
- Remove generic inboxes (info@, support@)
- Verify and delete invalids
- Spot-check 30 rows manually
- Keep bounce rate under 2%

Volume only works on a clean list.

[Stefano Moretti @iamstefmoretti]

3PLs: "how do I find more shipper contacts?"

Start with activity, not job titles.

- Pull shipper signals (active lanes, DAT postings)
- Enrich in Clay, verify emails
- Qualify with AI before sending

Lists built on "who is shipping now" get replies. Title lists get noise.

[Stefano Moretti @iamstefmoretti]

Apollo + Sales Nav lists are getting hammered.

Not because they're bad tools - because they're the default.

If you're emailing the same contacts as every other 3PL, you're not competing on copy. You're competing on saturation.

Fresh data beats clever copy every time.

[Stefano Moretti @iamstefmoretti]

The most consistent outbound results come when goal #1 is NOT "book a call."

It's "get permission to send an asset."

Assets do the heavy lifting:
- Prospect consumes value on their time
- You look competent without over-explaining
- Follow-up becomes about something specific

[Stefano Moretti @iamstefmoretti]

Not all freight is good freight.

Some loads cost more than they pay.

- Late payers
- Constant changes
- Rate renegotiations

If that sounds familiar, you're not screening shippers properly.

Better shippers reveal themselves early. You just need to frame your offer right.

[Stefano Moretti @iamstefmoretti]

Targeting "Logistics Manager" only kills freight broker campaigns.

The decision maker could be an Ops Manager, Plant Manager, Supply Chain Director, or owner.

We've seen campaigns 3.4x their reach by targeting ops/supply chain depts at manager level and above.

[Stefano Moretti @iamstefmoretti]

Most people say cold email doesn't work in logistics.

They're wrong. Bad cold email doesn't work.

Freight email needs to be:
- Short
- Relevant
- Have a good offer

Not a sales pitch. Not a company bio.

Done right, it books 5-10 shipper calls per month.

[Stefano Moretti @iamstefmoretti]

Shippers DO reply to cold email.

They reply when:
- Capacity tightens
- Rates spike
- A carrier drops the ball

Most shippers aren't actively looking. They're passively open.

Cold email isn't about perfect timing. It's about being the name they remember when something breaks.

[Stefano Moretti @iamstefmoretti]

Booking 5-10 shipper calls/month doesn't require nonstop cold calling.

It requires a predictable outbound system.

Brokers who hit this consistently:
- Target underexposed shippers
- Reach out when those shippers need them
- Only target high quality accounts

[Stefano Moretti @iamstefmoretti]

If you keep landing shippers who argue over every dollar, look at your first outreach message.

Lead with price - attract price shoppers.
Lead with outcomes - attract shippers who pay better and stick longer.

Most brokers never make this simple shift.

[Stefano Moretti @iamstefmoretti]

Booking shipper meetings shouldn't feel random.

But for most brokers, it is.

Real pipeline comes from targeting shippers who just added volume, lost capacity, or are covering lanes reactively.

These shippers are quietly looking for help. Most brokers never reach them.

[Stefano Moretti @iamstefmoretti]

3PL not booking enough shipper meetings? It's not a sales problem.

It's a systems problem.

Scaling brokers have:
- Predictable outbound
- Targeting prospects others miss
- Scripts shippers actually respond to

That's how you build repeat customers, not one-off loads.

[Stefano Moretti @iamstefmoretti]

@TMSuccessful Oh wow

[Stefano Moretti @iamstefmoretti]

Most freight brokers don't have a lead problem.

They have a consistency problem.

One week quoting loads. Next week back on the phones.

Cold calls work - but only while you're on them.

Email runs on autopilot and books shipper calls without living on the phone.

[Stefano Moretti @iamstefmoretti]

If I wanted my cold email to fail:

1. Obsess over copy instead of offers
2. Ask for a call in email 1
3. Target exact job titles only
4. Send under 500 emails/month
5. Panic after 7 days

Cold email isn't fragile. Strong offer + relevant targeting + volume. That's it.

[Stefano Moretti @iamstefmoretti]

Cold calling feels productive for freight businesses.

But most goes nowhere. Voicemail. Gatekeeper. Rejection. Repeat.

Email scales without extra work. Reach decision makers directly and target them when they actually need you.

Most freight emails are still terrible though.

[Stefano Moretti @iamstefmoretti]

If shippers keep pushing your rates down, look at your outbound messaging.

You might be attracting them.

When you sound like everyone else, you compete on price.

Better shippers want fewer missed pickups and fewer fires. Speak to that and pricing becomes secondary.

[Stefano Moretti @iamstefmoretti]

The best cold email for 3PLs is boring on purpose.

It has:
- A relevant opener (lane, industry, location)
- One clear service
- A low-risk offer
- Zero buzzwords

Shippers care about price, reliability, and backup options. Write for that and replies follow.

[Stefano Moretti @iamstefmoretti]

If every shipper you talk to wants cheap rates, it's not the market.

It's your messaging.

Manufacturers don't want the lowest rate. They want loads covered without babysitting.

But most brokers lead with "Let me quote your lanes." That screams commodity.