Build A Moving Company Sales Machine

Hey, my friend. It's Luis Massaro, CEO of Moving Mastery, where we help moving company owners set up proven systems and processes to increase profits, reduce stress, and live a better quality of life. You know, clients will often come to me because they want to create a consistent, predictable, money making machine with their moving company. And the way that they do that is with sales. And they're just frustrated because they don't have the consistency of jobs being booked the way that they want. You know, they're, they're doing all the marketing, they've got the salespeople there, but they just can't seem to keep the trucks rolling on a consistent basis. You know, they're busy in the summer, they're busy at the end of the month, they're busy on the weekend. But then there's just these gaps of inconsistency, right? So, you know, they've got everything they need. But it's like, how do I fill up the schedule? How do I make more money in my business and make sure that I'm more profitable? And the way that you do that is, is by building a sales machine for your business, period. This is the number one thing. If you want to make more money in your moving company, you need to build a sales machine. You know, people ask me, you know, a lot like, Louis, how did you build a $20 million business? And when I think about it, it's sales, right? From day one, it was sell, sell, sell. You know, that was me by myself in a truck rental yard with my Nextel, walkie talkie, flip phone and, you know, driving around, booking moves, right? All the way to, you know, having my call center with 60, you know, plus sales reps on the phone, booking moves for all my offices. It was sales, sales, sales. No matter what business you're in, all businesses require strong sales in order to thrive, right? It's not enough just to do good, you know, go out and do good moves. It's not enough, right? You've got to have the sales, and it doesn't have to be that hard. You know, alumni of our moving sales Academy program, I mean, I get testimonial videos on a daily basis or emails from them telling me the results that they've seen. And it's all because they implemented a sales machine, right? They just put the steps in place one at a time and put it all together, and it just turns your whole business around. You know, all of the stuff that you could be struggling with, you know, even finding quality movers, right? A lot of people struggle with finding Quality movers. Well, you know, it's hard to go out and find movers if you don't have the work for them, right? If you've ever experienced, like when you do put an ad and you do get movers in the door, but then you're like, okay, well, we don't have enough moves to get them all in the rotation, right? Booking the moves and then getting the help helps to, you know, really bring that all into balance. All right, so it's crucial to have a sales machine in your business. In this modern day of the moving business. I mean, it's really easier than ever with, you know, the way you can access leads, the way that you can access all the marketing, the way that you can network online and through social media to be able to generate the opportunities. But once you get those opportunities, once you get those leads, once you get those phone calls, what happens from there and what happens from there really is what makes the difference between the companies that are doing okay and the companies that are thriving and crushing it and making a lot of money. So we know you need to build a sales machine. How do you go about doing that? And you do it in six steps. All right, so the first step in order to create your sales machine for your moving business, and I don't care what level you're at, if you're just starting out, you need to do this. If you've got 10 locations, if you're doing $15 million a year, you need to do this. Okay? First thing you need to take care of is lead management. You need to make sure that when a lead comes in, phone call, lead web lead, third party provider, lead referral, anything that you've got your processes in place to manage that, that you get it loaded into your CRM, so, so that you know you, you have that lead capture so that you could actually do follow up, right? You could actually reach out to that customer, you could call them, you could leave a message, you can email, you can text, you can market for follow up so that you follow up with them days later, right? You want to make sure that you've got email automation through your system as well to where you know, lead comes in. You start dropping value, building emails to that customer. That's helpful stuff for them. Okay? Not like, I'm the greatest buy now, I'm the greatest buy now. But value that the customer will really appreciate. You need all this stuff in order as part of your lead management process to help make things smooth and efficient, right? You don't want to have poor Lead management be the reason that you're booking less moves, Right. If you need a system that could do all that, of course, I'm a co founder on smart moving software. You could do it all in there, but really you probably do it in most CRMs, but you just want to make sure that you have a system for doing that. The second thing that you want to focus on is what I call your sales framework. Okay? This is setting up your sales scripts. You know, you may hear me talk about this a lot, but it's because I really attribute it to, you know, my success and the reason that we were able to book so many moves without spending extraordinary amounts of money on marketing and be able to get that in line right to where we were profitable. You know, you also need to establish, you know, when are you going to go do an on site versus when are you going to do it over the phone, having that laid out so nobody has to think about it, right? Call comes in, it's three bedrooms, it's, you know, 60 miles from the office. Do it over the phone, right? Call comes in, four bedrooms right up the street. Send somebody out there to do an on site, right? And I'm just giving examples, but you've got to be able to set that up to where people know and it flows. The thing about a machine, and the reason I call it a sales machine is because a machine just flows. It doesn't have to stop, get up, go ask somebody what to do, right? All this stuff is in place, and that's really part of setting up your sales framework. And then once you've got that framework set up, right, once you've got all your stuff in place, you want to move on and set up what I call sales acceleration. Okay? Sales acceleration is, okay, what do we say to the customer to get them to book now when the customer says your price is too high? Okay, does my sales team have a rebuttal for that? Right. For every single objection that the customer has as to why they're not ready to move now, why your price might be too high, why they need to speak to their husband, what can you say to get them to book their movement now? Right? What's the psychology? You've got to train your reps. They have to understand where your customer's coming from. You can't just sit them in a seat and expect them to talk to somebody without realizing that, you know, hey, look, all of our customers, they're coming to us, they're, you know, kind of stressed out. They've got a lot going on, right? They're moving. Not only are they moving their furniture, they're moving their life. They're probably putting their kids in new schools, right? They've got to go to a new grocery store, they've got to set up the cable. There's all these things that they have to do. They have to understand the psychology of the customer and they also have to know how to take that customer by the hand and lead them to the sale. All right? This is a huge component, sales acceleration of how to be able to do that. Then once you've got all that going, now you need sales control. Sales control is basically your sales management, alright? Because you know the machine, it's going to run, it's going to produce a lot of moves, but you need to manage it, right? So whether you have a sales manager, maybe you don't have a sales manager, but someone needs to wear the sales manager's hat to ensure that the systems are running, things are smooth, nobody's missing anything they shouldn't miss, and the deals are consistently being closed. All right, Fifth thing that you want to do is you want to set up your power team, alright? So you know, you've already, you know, established who your moving consultants are, who your sales team is, who your on site estimators are, but now you want to bring in additional help. You've got to have a process to hire quickly, okay? I can't stress that enough. It's not hard to hire quality moving consultants to get on the phone and book moves. If you have a step by step process that to hire and train, okay? So just list out all the steps that you're going to take, like from placing an ad, to doing a phone interview, to doing an in person interview, you know, to checking their references, to write, all the stuff that you're going to do to hire. And when you establish that you need somebody, that's it. Start the steps, right? Place the ad, go from there. Then once they're hired, you have a set training program, right? And then you get your power team in place. And then part of that too is establishing your commission and your pay structure to make sure that your sales team is incentivized. You've got to make sure they're incentivized, not only your sales team but your sales manager, right? So they've got their commissions, they've got spiffs, and a spiff is something that's just kind of like, hey guys, whoever books you know the next five jobs, I'm going to give you 20 bucks. Hey, guys, if you book 50 jobs this week as a company, I'm going to buy lunch for everybody on Friday. That's a spiff, right? So you want to have this type of stuff structured and laid out. And again, I'm going fast here. There's a lot, but one step at a time. It's not hard to implement all of this at all. All right, the sixth and final step is move multiplier. It's taking all these moves that you booked and saying, hey, let's make sure this. This doesn't stop here. Let's get a re. Let's get a review from this customer. Let's get repeat business from this customer. Let's get a referral from this customer. Right? Let's multiply this. Not only that, let's take the jobs that we are already booking, and let's look for ways that we could upsell additional services that those customers are already in need of to increase our profit per job, right? So when you look at it and you look at it as a whole, it's like, okay, it's really just a bunch of little steps that when we put all these little steps in place, we now have a sales machine. This is basically exactly what Moving Sales Academy consists of, right? Those of you who have heard of or are in my moving Sales Academy online course, this is what it is. It walks you through this step by step, how to do this. But I wanted to give you the layout of what you need to do so that you could just do it, you know, do it on your own, right? You got to set up your lead management, your sales framework, your sales acceleration, your sales control, which is your sales management, then your power team, then your move multiplier. This stuff here, you know, I know from my own. My own company and going from working out of a truck rental yard to $20 million a year. And I know from all the people that have, you know, gone through our online program or seminars and all the testimonials that we receive from them, it works. All right? So you can't look at it and say, I'm just a moving company. I don't want to deal with all that. I just want to do moves and do a good job. And my answer to that is, if you have enough moves and you're happy with the amount of moves that you have, great. Keep doing what you're doing. Nobody says that you have to have a sales machine in place or sales processes in place, but if you want more moves, if you want to make more money, if you want things to be consistent. These are the steps that you need to take and you take them one at a time. That's all right. Anything that's a big task, that's a big project, no problem. Just break it down step one, step two, step three and you build it. So what my advice to you is that as you start to do this, go in this exact order. Okay? Lead Management Sales Framework Sales Acceleration Sales Control Power Team Move Multiplier. If you need help with it, definitely email us and you know, ask about Moving Sales Academy. It'll walk you through step by step how to do it. I hope this was helpful until I see you next time. Go out there every single day. Profit in your business. Thrive in your life. If you found what we talked about today helpful, please share this with somebody out there on social media or with a friend that you know. It might help them. And if you like this video, I'd appreciate it if you liked it as well. I'll see you next time my friend. I hope you enjoyed that episode. Make sure you subscribe to the new Moving Mastery Podcast. It's available on itunes right now and it's the exclusive place where I share proven strategies and processes on how to reach higher levels of success in your moving business. Every week I share valuable insights, stories and expert interviews with takeaways you can implement in your business right away. You'll get a behind the scenes look and tactical training for my seminars and online training programs on how to improve each area of your moving business. It's called the Moving Mastery Podcast and it's available on itunes or anywhere you get your podcast. So make sure you subscribe. And if you're ready to take your moving company to the next level, make sure you check out my brand new on demand training on how to consist of consistently book more high paying moves all year long. It's called the six Stages of a Moving Company Sales Machine and you can access it right now for free@lewismassaro.com Six stages in this training you'll learn the steps you need to take to increase your sales with a smooth running consistent process. This is the same process I use in my moving companies to book 12,000 moves a year and now I'm training you on how to implement it in your moving company for free. It's available now@lewismassaro.com Six stages before you go, make sure you subscribe to my channel. It really helps support me and the channel and enables me to keep putting out new videos for you. I'd really appreciate it by subscribing. You'll also get a notification every time I release new training, so make sure you hit subscribe.