How to Increase Sales for Your Moving Company White Paper From SalesPath by Moveboxer

Transcription

1 How to Increase Sales for Your Moving Company White Paper From SalesPath by Moveboxer

2 Increase Sales Today for Your Moving Company One of the biggest questions in running any company, and particularly a moving company, is how to increase sales. Whether you help run an independent moving company or a company with a national van line affiliation, it is increasingly challenging to break through the clutter of brands and options for consumers. This white paper will outline ways to improve your sales process and get higher quality leads in order to differentiate your company to ensure that people develop an attachment to your brand and you increase sales. Improve Your Sales Process During the Great Recession, moving trends were bleak. Each year during and now after the recovery, the trend shows more people are moving. As a moving company, it is essential to capitalize on the trend toward increasing mobility. After all, the average American moves 11 times in their lifetime. And each year, approximately 40 million people who make up 17 million households move. You want to be sure that for all the people moving in your region, your company is moving them for the majority of their moves.

3 As a moving company working to convince someone to trust you with their belongings, you are already fighting an uphill battle. There are multiple reasons why people feel uneasy about moving companies. People could have had a negative experience in the past or might be facing a difficult circumstance that has prompted the move. Here are some of the reasons why consumers have negative feelings toward moving companies: 1. Third-party brokers who cut an unrealistic deal over the phone and sell that unrealistic contract to a moving company. 2. Unlicensed and uninsured movers that create a negative experience for consumers (ie, theft, carelessness, etc.). 3. General uncertainty associated with moving a household and potentially negative circumstances surrounding the move. 4. Not having brand recognition or loyalty to the moving company. 5. Not knowing all of the steps of the move or what is ahead. 6. Not knowing the actual movers who are going to be in their house and moving their things. The first three reasons are out of your control, especially if you stay away from third-party brokers. However, items 4, 5, and 6 are all places where you can win over the consumer. By perfecting your process to create an overwhelmingly positive experience for the consumer, you can set your moving company apart and achieve more booked moves.

4 1) Establish brand recognition and loyalty for your moving company. Brands and logos are everywhere. We live in a time-pressed world where people have seconds to look at a logo and register either a good or bad feeling for that company. Make sure that when they look at your logo, they have a positive association. First, take a moment to evaluate your logo. How does it measure up? Make sure your logo tells a story about your moving company that is unique and thorough. If it doesn t measure up, you can use crowd-sourced graphic designers to design a logo for less than $200. One of the best places for this is crowdspring. Next, think of how you are representing your brand. Your brand starts with how people originally heard your company s name, extends to your website, and finally to all of the people who the customer interacts with in your company. Are these messages consistent? Are they unique? You can start by talking with your employees and asking them what they think about your company culture and why they come to work each day. Use their observations and interactions to put together your thoughts on company culture and how you can reflect that to consumers. A good book to read is by Zappos CEO Tony Hsieh called Delivering Happiness. 2) Create a road map of the move as the consumer s moving expert. As the moving company, you are the moving expert and can offer ways to ease the consumer s pain throughout the process. You have the opportunity

5 to lead the consumer through the murky waters of a move. They are disoriented and overwhelmed and you can step in to offer help. Think of the content, resources, and lists that you can offer to assist the consumer. Based on your vast experience running a moving company you know the hurdles they will face during the process and common tips that can help each household. Use this knowledge to help educate the consumer and hold their hand through their move. Your help will pay off in referrals to the person s list of family and friends and nothing is better than leads from positive word of mouth. You can use SalesPath by Moveboxer to offer these tips for the consumer and differentiate your company from the other companies the consumer might consider. 3) Help the consumer get to know the people involved in your process. Remember, your brand extends throughout the interactions that the consumer has with all of the people at your company. This includes the receptionist, the sales person and most importantly, the movers. Make sure they have the chance to experience your company culture and brand through all of these team players. Think about how you would like the consumer to meet everyone. Think of how they should be introduced to the movers who will be coming to their home. Is there more that you can do to prepare them for such an intimate intrusion?

6 You can create a more streamlined process that outlines your brand, moving road map of suggestions, and introduction to your team players. Or you can let SalesPath by Moveboxer do the work for you. Get Higher Quality Leads Next, we will focus on getting the best leads into your sales funnel. First we talked about how to close the leads in a more successful way, but let us focus on getting those leads in the first place. The following are tips and ideas for generating more quality leads. 1) Reach out to your area s mom bloggers. Moms are an important audience for movers, as they usually are the key decision maker for a household. It s important to effectively reach out to this target audience of women who are years old. Moms might be coordinating a local or long distance move and you want them to think highly of your moving company. Find the mom bloggers in your area with a Google search and reach out to them offering to do a guest post or an interview for their blog. Remember to tell your message about what makes your company unique and create something that is of value to them. They, in turn, will be excited to partner with you.

7 2) Meet the real estate agents in your area. Real estate agents are oftentimes the people who are referring a household to a mover. Couples and families become very close with their real estate agent and will rely on them for recommendations surrounding their move. Reach out to the real estate agents in your area and offer to bring breakfast or lunch to one of their staff meetings. There you can hand out business cards, shake hands, and tell them about what sets you apart. 3) Buy leads from reputable sources. There are a lot of options to purchase leads and you will want to pick the most reputable sources. You can purchase leads through Google Adwords but the clutter on search engine marketing is such that you ll want to add other options for purchasing leads. Moveboxer has established itself as a company that brings real people who are moving together with reputable movers. When people sign on to Moveboxer they will see one, two, or at the most three movers, based on where they are located. This is not meant to be a spam-filled experience for people, but one where they can connect with the right mover. Moveboxer targets women years old (most likely, your audience as well), who are the key decision makers for their household. They ve also implemented data validation to make sure the leads they are passing along are of the highest quality.

8 4) Work with Google Adwords, specifically a free Adwords expert. Google Adwords is an important part of driving leads to your business. When you first sign up for Google Adwords, you will see in the interface that there is an option for working with one of their free consultants. These people work for Google and are there to help get people set up in the Adwords system. Be sure to use their help, as they are experts in driving an audience to your website. 5) Sponsor and get involved with local sports teams in your area. You can become better known in your community by sponsoring local sports teams in your area. This is a great way to get in front of moms again, a great audience of key decision makers by sponsoring their kids sports teams. Sports team sponsorship is a more cost-effective way of getting in front of these families so you will be top of mind for their next move. It is important to take the time to step into the shoes of the consumer and continuously evaluate your sales process. Moving is a difficult process. Take pride in the fact that you are helping consumers when they need it most: during their move. We wish you the best success for your moving company. To increase sales using quality leads from Moveboxer or by using a proven sales funnel tool from SalesPath by Moveboxer, please reach out to Jennifer Morehead at jmorehead [at] moveboxer.com or