Create Your Moving Company Sales Script

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It's Louis Massaro, and welcome to another episode of the Moving Mastery Podcast.

This podcast is all about helping you reach that next level in your moving company. And we do that by sharing with you processes and strategies and ideas that get you thinking bigger on what's possible. You know, I grew my business from working out of a truck rental yard all the way to $20 million a year. And I want to help share those strategies with you so that you could reach that next level in your business, whatever that is for you. And, you know, it's not all about just making more money. It's about profiting in your business and thriving in your life.

And we do that by, you know.

Being able to set up those systems, set up those processes so we could step away and work on our business and not be every single day stuck in the grind so that we have some time to enjoy with our families and just enjoy life and the fruits of our labor. And today, I am just so excited to talk to you about something that is gonna help you reach that next level in your business. And it's called Smart Moving Software. This is a company that I co founded with an amazing partner and group of programmers that have just built an amazing platform. You know, this is a software that runs your entire moving business. Not only runs it, but truly optimizes it. You know, one of the things that I the most is that you have just ultimate clarity into your numbers. I mean, as soon as you log in, you've got a dashboard right there that just tells you everything that's going on. You know, one of the things that I've realized over the years that helps moving companies really get to that next level of success is being able to know their numbers. And, you know, without a system that pulls everything together, it could be really, really challenging. And Smart Moving just has all the reports and all the information dialed in the way that you need it to be. And I'm just so excited to tell you about it today. Go check it out, get a demo, go to smartmoving.com, sign up for a free demo, check it out, and listen. If you don't have a CRM in this modern day of moving, you need a CRM. If you've already got a CRM and you're just looking for an upgrade, something that's more streamlined, something that gives you all the tools that actually matter, go to smartmoving.com, check it out. It's gonna help you do everything from the minute you get leads to your sales process, to customer service. To dispatch, to following up with your crews, to handling your numbers and your books and your reports. Everything you need is there in a streamlined, systematic, automated process. And I'm just so excited to be.

A part of it.

I'm so excited to finally have a solution to offer to moving company owners that for years were asking me, Louis, what platforms did you use? What softwares did you use? And the truth is, I used a lot of different stuff that I had to tie together because there wasn't something like Smart moving that allowed me to just do everything in one place. And now that we have that, I mean, we've got customers at all different levels using this software. You know, companies that, you know, maybe they're just starting out, companies that have been in business for 10 years, they've got 10, 15 trucks, we've got nationwide franchises that are running their entire operation off of Smart moving. So I want you to go check it out today because I'm so excited about it. It's called Smart Moving Software. Get your free demo@smartmoving.com and without further ado, let's jump into this episode of the Moving Mastery PO.

Who uses a sales script in here?

Okay. Crucial, crucial. Now, I know there's a lot of stigmas about sales scripts. I know there's a lot of people that don't like sales scripts, and it's probably because you called the place one time or they called you one time, and you could tell that that person was probably didn't graduate to third grade and they're trying to read a sales script to you and it just sounds awful and you're like, no, I'm not.

Doing that at my company.

Okay.

A well designed sales script.

Is going to lead the customer to book their move with you. It's going to make sure that everything you need to say to that prospective customer.

Is said. And you don't leave anything out. How many times you get to a job and the customer's like, nobody told me about the travel time. They didn't tell me about that. And you know what? Sometimes, you know, when you're just like trying to rattle off bullet points at somebody, sometimes you forget, right? It ensures regulation, compliance. Okay? There's many things that need to be said to a customer and there's many things that cannot be said to a customer. To make sure that you're in legal compliance. Local county laws, state laws, federal laws, you build that into your sales script so that you make sure it gets said every single time it increases sales. Period.

Insurers always say, and Never say. There are things right now that, you know, you don't want your team to ever say to a customer. Like, you never say that, but there's things that you want them to say every single time. Make sure you tell every customer this. Just build it in the sales script and it will get said.

So increasing sales. There's people in the room that I work with personally. There's people in the room that have been to Moving Sales Academy in the past that have been in the online course that didn't have a sales script that implemented a sales script. And so I get reports daily of people's sales going up, not just because of the sales script, but it's a big part of it. Okay, so these aren't just my theories or my thoughts or some good idea I had in the shower. These are facts.

It keeps the moving consultant on track. So, you know what you have is you have moving consultants that will say, you know what? I don't want a script. I like the flow and kind of, you know, be natural with the customer and just have that conversation.

Which is important.

But then they're having that conversation, they're like, okay, all right, all right, where was I? Right? Where was I? And that's how, like, the travel time gets left out. That's how the things that you need them to always say don't get said, right?

So now with the script, you're going through the script.

Customer interrupts you, they have a question. You're free to go to the side and have a conversation away from the script with that customer. Talk to them, right? Go through whatever they discuss with you. Maybe it's an area of concern that provides opportunity to close the deal, right? So if they bring you in a side conversation about their grandfather clock, you're writing that shit down. Grandfather clock, because you're going to use that to close the deal at the end, all right? But now you go right back to the sales script. Where did I leave off? Right back, okay? And it flows easier to manage if you have a team of people that they're all saying different things to people. You can't walk through your office. I mean.

I'm not going to try to count, but let's say, I mean, I used to have 60 something people in my office on the phones. So it's at least this side of the whole group. If I'm walking through and everybody's saying their own thing, I don't know what they're. How can I manage that? You can't possibly manage that.

Or even if you just have a.

Few people, and everyone's off on their own. Different version of the script. You don't know where they are, right? But when you know your script, like, you know the Pledge of Allegiance, you could identify exactly where they are. And you're like, all right, they're about to go in for the close, right? And you could know, are they saying it correctly or are they not saying it correctly? And it just makes whoever's managing the sales team, it makes their job so much easier. Consistent training, you know, we're going to talk about how to really train people. Not like, hey, come on in. You're going to sit here next to Tommy for a couple days, watch what he does. You'll be good to go, and we'll give you a phone in two days, right? Real training. They know a script, they learn the script. They know what to say. It builds confidence.

In them.

What makes a good salesperson. When they know what to say, how do they know what to say? When you give them what to say, that, you know, works, right? When they know what to say on the front end.

You'Re halfway there. When they know what to say, when the customer says, you know what I need to think about, I need to talk to my husband. And they know what to say to overcome that and get him the book now. Now you're all the way there. They just need to know what to say. And if you could train them on what to say.

You're closing deals, you're increasing your booking percentage, and it answers common questions in advance. You know what every customer's thinking, and if you haven't really thought about it before, think about it.

You know, make a list. You know, make a little side note to make a list of everything that every customer's ever asked you. You build that into the script. You ever talk to somebody and, like, you're thinking something and then they give you. They say it before you even ask them the question. Like, you're just talking, and, you know, most of us, when someone else is talking, we're not really listening. Like, tune into what they're saying. We're thinking about, like, our question, or we're thinking about what we want to ask, or we're thinking about what we're going to say next, right? But when all of a sudden that person answers your question, you're like, oh, and they do it again. And they do it again. It builds trust. And it's like, oh, he gets me, right? I want to do business with them. It does. You know, it puts the whole it's like they feel like they're in good hands at that point.

Hey, my friend, it's Louis.

And I'm just hopping in really quick to remind you to go get your free demo of Smart Moving Software. Smart Moving Software is a company that I co founded that is quickly becoming the leading moving software in the moving industry. And I'm super excited for you to check it out. So go get your free demo today. Just go to smartmoving.com that's smartmoving.com and sign up for your free demo and.

Check it out today.

And company image consistency, right? It's just consistent across the board. Everybody's doing the same thing. If you want to scale, it's necessary.

It's necessary. And I know, I know there's people that have teams of great salespeople.

You know, somebody, I think it was the last, in the spring, they said, Louis, I have 12 salespeople.

And they're really good. I brought them in from the outside. They're really, really good. They're closing deals. I'm trying to get them. He had the online course. He said, I'm trying to get them to follow the script, but I'm having a really hard time doing it. I said, well, are they. Are they good on the phone? Said, yeah, they all kind of have their own style. So let me ask you a question. Do you believe that if they follow this script, it will help them increase their sales? Like, I don't care, right? I hope that you guys go out and create a better script than I've created for your own companies. Right? That's not like, I don't want you to reach where I was. I want you to reach beyond where I was. I mean, that's my goal for every one of you. So, you know, I said, do you believe that if they actually use it, it'll help them, they'll make more money? Goes absolutely 100%. I said, you have to show them that you believe.

You have to get them to make that change. And I know it's hard and it may not happen overnight, but if you believe it, don't just do it. Because I said, this is the script to use. Like, if you don't believe it, if you're like, no, this guy Louis, he does a lot better than you do in your script. You know, leave him alone. Or you take what he says, write that shit down, put it on a document, and make everybody else say the same thing. Right? I mean, that's really what it boils down to is consistency. What is Our best message, remember, remember the octopus, right? If you're a one man show, it's very easy to do everything yourself. You know, it's very, you know, it becomes very scary to delegate because like, ah, they don't do it as good as me. They don't do it as good as me.

I told you that. 60 something people, it was a few that definitely could outsell me, right? But the rest.

I mean I take them down in a competition anytime. But what am I going to do? Go, I'm the best. Let me just. No, I'm going to, here's what I say. I'm going to put it on a piece of paper. Now all of you say the same thing, right? That's really what it's all about is if you're going to extend yourself and you're going to grow and you're going to have more. What are they called? Tentacles from an octopus. What do they call those arms? Let's call them arms. You're going to have more arms. You need to make sure that each one of those arms is doing the same thing that you're doing. Make sense? The greeting, right? Very simple greeting. Hi, thank you for calling. Neighbors moving in storage type of estimate and the benefit. Okay, so.

I don't need to ask the question. I already know. Some of you book hourly rate, some of you book flat rate. Some of you book by the piece, some of you book by weight.

Some of you book just flat rate any other ways, cube, cubic feet. Okay? I don't care how you book.

Make that customer believe that the way you book is the only way to book. It's the best way to book. Right? They have to believe that. I'm not going to tell you which way to do it, do it how you do it, but tell the, tell the customer, you know, thank you for calling. We're gonna go ahead, we're gonna give you an hourly rate for the move. The benefit of that is you're in complete control of the move. When the guys get to the house, you sign them in. When they get out, you sign them out, right? We're gonna charge you by the cube. Look, whatever it is, make sure.

They know the benefit and make sure you sell that type of move because that type of estimate, because there's people that you're competing against that are selling something different.

But they're not selling their type of estimate. They're not thinking about that. You want the customer going, no, I need an hourly rate. When they call somebody else and the guy wants to give him A flat rate.

We all think that, you know, typically a customer would want the flat rate. Not if you sell them on the benefits of the hourly rate and they believe you.

Then you gather information.

Basic information. Okay?

This is when you start to do lead capture, right? Name, email address, how many bedrooms, square footage, if you know it. Simple. Don't ask too many questions here.

Then you paint the picture.

So painting the picture is one of the most important parts of the script, okay?

You need to realize that when you talk to somebody, when I'm talking to you right now, you all have your own vision going on. Hopefully it has something to do with sales scripts, right? And. But you have, you know, you're kind of putting pieces together for yourself. You're like, oh, shit, I could see where if I put this here and they start doing that. Oh, yeah, okay, right.

We're visionary beings, right? We hear something and we envision something. So it's not all about the words on the paper, on the script. Bullet point, bullet point, bullet point, bullet point, right? That doesn't capture them.

You'll notice that, you know, a lot of the points that I'm trying to make, I paint the picture for them to help you understand where we're going. So you paint the picture for the customer so that they can emotionally buy into your pitch, right? If you're just like, no, we charge by the hour, we disassemble, we reassemble.

We'Ll throw in some free boxes. You're hitting bullet points.

You'Re not touching them here. When you touch them here, you have a different opportunity to close the deal. Okay? So let me give you an example of painting a picture. So, you know, if you're doing an hourly rated move, you could be like, all right, you're talking to them, you're going along, get all the information, and you're like.

So what we'll do is we'll send you out, three professional movers, a truck and all the equipment. They'll come to your home. They'll quilt, pad, and wrap all of your furniture, load it onto the truck, unload it at the new location. If there's anything that you need disassembled or reassembled, they'll do that for you as well. They'll also set everything up and place it exactly where you'd like it in a new home. You see what I'm. You see where I'm going with that? Like, I'm hitting bullet points, but I'm doing it in a. In a conversational way where they're like thinking about their first house. They're like, okay, they'll come in loaded on the truck. Okay. Oh, they're gonna disassemble. Okay. I was worried about that. I didn't really realize. They'll set everything up exactly where I want it. Oh, my God. I didn't even. Okay, cool. Professional movers are awesome, right? They're envisioning their new house with everything set up exactly where they want it. They're envisioning these professional guys showing up at their house.

This is really important. You don't want to miss this part. Because, you know, and I had a sales rep say to me one time. He's like, well, you know, because there's always. They're good at sales, and they come in and they have their. Their way of doing it. Why would I tell them we're going to unload the truck?

It's obvious.

If we load it, we're going to unload it, right? Well, it's. You know, when you're talking about painting the picture, it's an incomplete picture, right? The complete picture of a successful move is the shit's unloaded at their house. Everywhere they want it, you know exactly where they want it to be. And believe it or not, not all your customers know that you do that. We have to recognize that you guys do this every single day, so we take it for granted. But there's a lot of people that don't know what a moving company provides. They're just like, oh, you mean you take boxes too, right? They don't know that, like, you do the whole thing. They're just thinking, oh, I need. I need a few guys to help with, you know, with the sofa and the armoire and things like that. And they're gonna drop it off in my garage, and then I'm gonna have to get it inside. Never take it for granted. Always paint the picture with everything you do and never leave anything you do out of painting the picture.

All right, my friend. What'd you think of that episode? Did you learn something new? Did it spark some ideas that you can implement in your business right away? Did it get the wheels turning? Did you love it? If so, do me a favor. Share this episode Somewhere out there on social media where, you know, there's some people that'll get value from it. Make sure you hashtag the Moving Mastery podcast so that we'll be able to look you up and find you on Instagram. Sometimes we just randomly pick a few people and send them gifts, like free training T shirts, hats, swag, tickets to our three day seminar, so make sure you let us know you're listening and share what you thought about this episode out there on social media.

Thank you so much for joining us.

On the Moving Mastery Podcast and being a part of this amazing community.

And until we talk next time, go.

Out there every single day. Profit in your business and thrive in your life.

I'll talk to you soon, my friend.