Misconceptions About Sales By Moving Companies

Hey, my friend, it's Luis Massaro, CEO of Moving Mastery and founder of Moving Sales Academy. I want to talk to you today about a misconception about sales, alright? You know, I've been hearing a lot lately from people like Louis, but I'm not a salesman, you know, But I don't like being pushy, you know, if the customer wants to move with me, they'll call me back, right? And listen, I don't want to be pushy with a customer, right? I don't want to be hounding somebody. That's not what it's about. That's not what sales is all about. Especially when it comes to moving, alright? Because we have to understand is that you provide a service. You provide a service that the customer is in need of. They're going to move. They're either going to move with you, your competition, they're going to rent a truck or, you know, they're going to get a friend with a pickup truck and they're going to move it that way. One way or the other, they're going to move. So when we talk about selling, it's about selling them on why your company is the best solution for them. And you should believe that, you know, you should believe that your company is the best option for them to do business with. And you should be selling them on that, right? You're not trying to sell somebody. You know, sometimes sales gets like a bad, you know, bad rap, right? Just the word sounds bad, you know, really, where does that come from? You know, it comes from, you know, sleazy salespeople, right? Like maybe one point in your life, you had one time that somebody was kind of like sleazy with you about sales. And now maybe you think about sales as a sleazy thing, right? Listen, the world runs off of sales. Every major business, everything, every truck you see on the road, every business you see operating is all running off of sales. Sales is a crucial piece to your business. And what you have to understand again is that you're just providing a service that the customer needs. They called you, they came to your website, they're requesting information. You're not cold calling somebody, trying to sell them a vacation package, something they don't need, you're providing a service. So when it comes to sales, it's important to understand what your customers want and not look at it is you being pushy. All right? And the first thing you have to realize is that a customer wants a professional to lead them to the right decision. All right, what do I mean by that? So for example, the other day I'm in Best Buy, right? I'm looking at cameras, right? And I don't know what I'm looking at, right? So I'm looking at a few different cameras. I'm talking to the guy, he seems very knowledgeable. I'm like, great, I got the right guy, right? You always want to make sure you have the right guy. So you're talking to the right guy. He's very knowledgeable. He's giving you all these specs. He's telling me everything that this camera has and that camera has. And at the end I'm like, listen man, here's what I'm looking to do. What's the best option for me? I basically asked him to take me by the hand and lead me to the right decision. And that's what everybody wants, even if they don't ask you for it. Customer doesn't know what they want when they call you. They know they want to move from point A to point B. They know they want a cost effective move. They know they don't want anything to get damaged if they don't know how many men they need. They don't know how many trucks they need. They don't know what packing solutions there are. They might have some experience from moving before, but for the most part they don't know what they need. They're counting on you to lead them there, even if they don't tell you that they want that. So don't be afraid to take your customer by the hand and lead them. It's very different than pushing them, right? You don't want to push them, you want to lead them and that's the difference. Customers are also looking for the best vendors value, not the best price, but the best value. So if you could help them see the value in your company, regardless of what your price is, why you charge what you charge. You know why, for example, one camera is more expensive than another camera, right? It's not about getting the cheapest camera if this camera has more options and more features, right? It's the same thing with selling your moving service. If you have some great features and benefits to the customer, they need to know about that. You need to provide that value to them. It's not all about price. And I know a lot of companies think that it's all about price. It's about the perceived value that the customer puts on your service. Customer wants to do business with someone that they like and trust. So when you're building rapport on the phone and you're talking to that customer first, they want to know, is this person knowledgeable? Are they a professional? Are they leading me to the right decision? Do they seem trustworthy? They want to do business with someone that they like and trust. Fourth, this is so important. They appreciate diligent follow up. So many companies will say, you know what, I don't want to hound them, I don't want to. If they want to move with me, they're going to call me back. I don't want to be a pest. You're not being a pest. You know, you're being responsible. Because when someone calls in and spends time with you on the phone and you never call them back, what does that say to them? It says you don't really want their business. People want to do business with somebody that wants their business, that appreciates their business and they appreciate the diligent follow up. Alright, those of you in moving sales academy, you know, we talk about follow up, follow up, follow up, alright? Don't be afraid to follow up and realize you're not being a pest, you know, so if you feel that way or your sales team feels that way, let them watch this video, all right? But I'm telling you, try start following up and see that your customers will appreciate it. All right, Listen, you are in business to make money, right? So the only way you're gonna continue to make money is to sell more moves. But if you're passive about it and you're not really asking for the business and going for the sale and you're looking at every time you do that as bad as you being salesy, you're gonna have a really hard time booking a ton of moves. I mean, that's just what it comes down to, right? So again, you're not trying to sell somebody something they don't need. You're selling a service. They need the service, alright? Why should somebody else provide them that service? Why shouldn't it be you? At the end of the day, if somebody's moving, who should they go with? Your company, right? You have to sell them on the reasons why. And you have to stop believing that they don't want to be followed up with. You have to stop believing that they don't want to be sold. Customers want to be sold. They don't want to be pressured. Right? They love to be sold. They don't like to be pressured. Alright, so listen guys, I hope this was helpful. If you have any comments, leave them below until next week. Go out and profit in business, thrive in life. I'll see you later. Hey my friend, it's Louis. I hope you enjoyed this episode. Do me two favors. Number one, subscribe to this channel so that you continue to get updates every time I release new training for you. And number two, if you want to build a rock solid sales process in your moving company and continue to book moves on a regular basis and just increase sales, what I'd love to do is teach you the six stages of building a moving sales machine in your company. Alright, these are the same six stages that I use to build my company to a multi million dollar nationwide level where we were booking 12,000 moves a year or $20 million in business. And I'd love to train you for free on how to do that in your company. Alright? So simply click on the link on this or head over to louismasaro.com sixstages so that's Louis L O U I S Massaro M A S S A R o dot com six stages and you'll get instant access and meet me back here. And we're going to walk through the six stages of how to build a moving sales machine in your company. Alright? So until I see you on the other side, until I see you back here for the free training, go out there every single day and profit in business and thrive in life. I'll see you.