As a moving company owner, you know that sales are the lifeblood of your business. But without effective systems and processes in place, it can be challenging to consistently generate new leads and close deals. In this blog post, we will discuss strategies for creating effective sales systems and processes that can help your moving company succeed!
1. Define Your Sales Process
The first step in creating effective sales systems and processes is to define your sales process. A sales process can feel complicated, or overwhelming to define- so let’s take it on piece at a time.
A great starting point is to:
Identify your target audience
- Who are your ideal customers?
Develop a sales pitch
- What value are you bringing your customers? What sets you apart from the competition? Why should customers choose you?
Outline your sales funnel
- How often do you want to follow up with leads, and what does that journey look like?
Set sales goals
- What does success look like for your internal team? How do you measure it, and do you want to incentivize it?
Sometimes working backwards from your end goal (a happy customer!) can define the steps that you’d like to happen in between. What is your ideal journey for customers from when they first interact with your company to when you’re done with their job? Going through this exercise can help you work your way through these steps in order to get you building a process.
By having a clear and well-defined sales process, you can more easily track your progress and identify areas for improvement.
2. Develop a Sales Script
Developing a sales script can help your sales team stay consistent and focused when engaging with potential customers and booking jobs.
A sales script should include:
A brief introduction
A clear value proposition
- Play up your strengths. What value does your moving company provide your customers? How do you stand out from the competition?
Key talking points to address common objections or questions
- Ex. “You are too expensive”, Have your sales team explain what value you’re bringing with your price.
3. Train Your Sales Team
Now that you have a defined sales process and some talking scripts for your sales team, it’s time to bring them on board! Giving them templates for conversations or emails can be a wonderful starting point to getting them to be consistent in their sales.
Like everything, practice makes perfect. Encourage your team to practice their sales pitch regularly through role playing to ensure they are confident and prepared when speaking with potential customers and booking jobs.
4. Let Sales Data Drive Decisions
Data is the best way to figure out if you’re on the right track! It’s important to monitor and analyze your sales data regularly- and see if there might be areas where you can improve.
Maybe you’re seeing that it’s easier to book jobs when you call directly, or maybe some marketing tactics have brought in more leads than others. By using the data from your sales process, you can see where your ROI is and double down on what’s working best.
5. Invest in CRM Software
Customer relationship management (CRM) software, like SmartMoving, can help you manage your sales pipeline and track customer interactions. By keeping your leads in one spot, you can more effectively manage your sales process and automate things like follow-up emails or reminders.
As a SmartMoving user, access to the Sales and Marketing suites are a huge support to this area of your business. Lead follow ups and reminders, sales templates, embedded sales scripts and rebuttals, and advanced marketing reports make all of the difference to your sales funnel conversion.