Top 5 Moving Company Sales Tactics

As we are coming out of the slow season I’m hearing two different sides of what’s going on out there right now for moving company owners.

A lot of clients are still crushing it through January and February, while others are still struggling a bit to keep jobs booked.

In this video, taken from one of my Moving CEO Business Program monthly livecasts, I share my top five sales tactics that you can implement right now to increase sales.

1. Tentative Reservations
2. Rebuttals
3. Roll Into Reservation
4. Authority Takeover
5. Kitchen Table Close

These are the same tactics I was using to book 12,000 moves per year in my companies, and these tactics are exactly what you need to be doing to keep your sales consistent and reliable during the off-season.

We can’t sit around complacent waiting for summer to come when business naturally picks up, you’ve got to go implement some things today to make sure that you head into the moving season strong.

These are the things that need to be in place for your sales team to close more sales and book more jobs.

Without a consistent flow of moves being booked and producing revenue, it’s going to be really tough to succeed at high-levels, let alone just survive through the winter.

Do the things you need to do to not just survive through the off-season, but to THRIVE through the off-season!

Check out my Top 5 Moving Company Sales Tactics now and go watch the last few videos too!

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ABOUT LOUIS
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I’m Louis Massaro, author of 10 Rules of a Profitable Moving Company and founder of Moving Mastery, a mentoring, coaching, and education company dedicated to helping entrepreneurs in the moving industry increase profits by implementing proven strategies in marketing, sales, and operations.

I help entrepreneurs and business owners unlock their company’s full potential so that they can not only make more money but live a more balanced, fun, and fulfilling life.

When I opened my first moving company in 2000, I was a 19-year-old kid that started by placing an ad in the yellow pages and renting a couple of trucks. At first, my office was the parking lot of the truck rental yard where I dispatched the crews out of my car. I was struggling to operate on a shoestring budget and maxed out credit cards. It was not a professional set up. When drivers and helpers came for an interview they thought it was a joke.

Although it wasn’t an easy start, every obstacle and setback were opportunities to learn. It took me a few years of making a ton of mistakes and constantly saying to myself “there’s got to be a better way to do this” before I really developed a solid process and system.

I finally mastered a system for running a very profitable moving & storage company, while also discovering how to have balance in my life and not work crazy hours. I took that system and started opening up several offices in cities throughout the US where we sold over $20 Million per year in moves.

I’ve also taught and continue to teach my system to others. My students have gone on to build their own multi-million dollar moving companies. They continue to thrive and profit while they are able to spend more time with family and doing the things they love in life.

I’m blessed to have had some tremendous success in the moving industry, building a nationwide company from scratch that provided a great service to tens of thousands of customers each year. After 16 years in business, I’m fortunate to be able to have sold my companies and enjoy the fruits of my labor.

I’m passionate about helping entrepreneurs avoid unnecessary struggles and stresses while becoming more profitable in their business and happier in their lives! I hope that the free information on this site provides you with great value and look forward to meeting you someday.

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[Nicole-gkdn]

I started with moving sales for the first time this week. Today was my first day on LIVE calls. Even though we only worked half a day, I booked my first customer with a $2500 binder fee, which equates to $750 in my pocket and I still can't believe it. I'm super excited to grow in this industry. The best thing I got from this video was the Tentative Reservation. That will most definitely increase the quality of my follow ups.

[JackJameson-psph]

Wow ive been operating for over 4 years 40+ moves per week and ive never used the tentative reservation - cant believe i haven't thought of this

[matthewjackson]

The hardest thing that any business will have to do is to locate and acquire the right kind of customers. I agree, if you can't do this all the time then you will have issues.

[QuickNickMoving]

Thank u for the free sauce. Been helping a lot

[DonDerrian]

Thanks Rick Ashley! Lol.. no seriously ..very informative!

[jeffsargent]

Glad I watched this. Now I know what to look for when I contact moving companies.

[RJames-skyo]

Great content. I'm currently working on training someone to start handling calls and will show them this video. Thanks

[foldemdel]

If they let you in the home and are friendly. It’s should be a sale 100% if not it’s a follow up for later that day!!

[Oplowe]

#3 you must roll into the sale but the way you presented it was obviously for local moves with small deposits.

In order to get a customer to agree more with long distance is to roll into the sale by being completely silent when presenting the price. Once the customer replies, clear the objection then proceed immediately to confirming the pick up address. Once confirming the pick up confirm the delivery. The next question should be is your billing address for the card you would like to use the same as your pick up? (If yes here) okay and does your name have a middle initial on the card you would like to use? Okay you do? J? Okay what is the card number?

[foldemdel]

I’m from the timeshare industry and got into moving 4 years ago. I keep bouncing around bc of terrible companies & ownership but I am usually the top salesman. South Florida is the Mecca of moving sales. Any advice?

[Kylewiththesmile]

I need to find good cube runners. I can’t find guys to do long distance hauls and perform the delivery service . Do you have any suggestions ?

[JoshRamsey]

Can you make a video of strictly rebuttals

[Cybersecurityawareness-SEO]

Learning about leadership absolutely sensational videos.
Kelly Hector
MELBOURNE Australia

[tankjohnson]

Another way to roll one the sale is to say “so, are we going to be using a visa, MasterCard, or discover? Visa starts with a 4, MasterCard starts with a 5, and discover starts with a 6”. This will intrigue them, and they will typically pull out their cards to verify your theory. It brings rhetorical humor, and it also helps build an attachment of trust.

[Americannationalmovers]

Your watching him he’s made over a million he knows what he’s talking about

[ZewmTV]

I Need Help Getting Leads I Haven’t had a Moving Job Since December 3rd and I Don’t Want This To happen Come Next Year

[hotsawce]

When you say tentative reservation, are you actually taking a deposit?

[Oplowe]

I agree with you 100% regarding a tentative reservation. What I do not agree with is your presentation of that to the customer. You need to present it as an "open availability scheduling". Allowing the customer to still make those same changes without any penalties as long as they do so with seven days of heads up time in any scenario. Instead of gathering the entire deposit of $xxxx, xx you can place a partial deposit locking in your rate. Once your ready to set your date, you can reach back, pay the rest of your deposit and get on the next a available route at that

[javaromunnings]

Hello how can I get the smart moving to use for my company?

[Space__Rooster]

The pushy salesman are what turned me away from using a moving company at all