Louis Massaro teaches moving company owners to close more jobs by painting a detailed picture of the service: three movers, a truck, full packing and placement. Customers buy on feeling, not facts, so use a consistent script with certain phrases always said and others never spoken.
We'll send you 3 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, and they'll unload it at the new location. If there's anything that you may need disassembled or reassembled, they'll do that for you as well at no additional charge. And they'll set everything up and place it exactly where you'd like it in the new home. That is called painting the picture. And when a customer is on the phone, they don't just wanna hear bullet points. Of what it is. They need to feel and see and visualize what the moving process is going to be like. So when you look at your script or you look at your bullet points or however you make sure you have consistency on every call, some people say, I don't want to do a script, Louis Massaro. I, I, okay. But make sure that you have things that you always say and things that you never say, period, to create that consistency. Across the board. But you've gotta make sure that you paint the picture, right? Let that customer visualize like, wow, that they come in like, oh man, this move's gonna be hard. There's so much I'm gonna have to— and then you explain, no, they're— we're gonna do all the lifting. And they're just like, oh, we're gonna take care of it. Okay. Everything's gonna go, you know, get placed where it's supposed to go. Ah, communication is not all just verbal. It's not checking boxes. We told 'em about the travel time. We told 'em about the hours. It's about feeling. How did you make that feel. They're not gonna remember every little nuance you told them about your tariff and your travel time and all that stuff that you could send them in the estimate, but they will remember how you made them feel. They will remember if they feel like, you know what, that's a company that I feel good in this moment of, you know, vulnerability where I'm asking strangers to come into my house and put all my stuff on a truck. Make them feel good. Paint the picture of your service and let them see it clearly on how moving with you is is the better choice. If you want the exact sales script I use to build my company from working out of a truck rental yard to $20 million a year, just comment "script" down below and I'll send it to you. And use that to start putting this stuff in place and book more jobs.
