Work from home orders causing a shift in Moving Trends?
According to Redfin, a record number of Americans (27.4%) are looking to relocate to areas where they can have more space, especially with room for office space given work-from-home orders. This represents an increase of more than 1% from Q1 2020 and more than 2% from Q2 2019.
Learn how to take advantage of the most recent US moving statistics throughout digital marketing best practices and get inspiration for your 2020 business strategy. If you need help marketing your moving business, see how our digital marketing services can help by contacting us.
How to be found during the slow moving season?
Many moving companies experience a decrease in business at some points during the year and struggle to stay busy. While you can’t control the number of people interested in your service at a particular time of the year, you can implement a moving company marketing and advertising strategy to get as many of those people looking to become clients.
These 5 marketing tips for moving companies are intended to be the most essential concepts of marketing and explain how they will benefit your businesses.
5 Tips to market your Moving Business
1. Expand & Refocus Your Advertising
In the busy months, It’s beneficial to expand your advertising. Why would I expand my advertising when there are so many potential clients at this time of the year? Well, your competitors are in the same rush as your business goal when the season turns profitable, and choosing your company as the best option for your audience’s next moving plan is a must. The best way to combat this challenge is to increase your exposure in the market.
Focus on Pay for Performance Advertising
During these months expanding any pay for performance, advertising is a total win because you only pay for people who click through to your website. Examples of this form of advertising are platforms like Google AdWords or Facebook pay-per-click (PPC).
Reduce Your Traditional Advertising With Limited Reach
The audience in traditional advertising mediums doesn’t change much from month to month. If there is a notable change it is a good indication that this type of advertising is not effective during that time period. For example, if your average revenue from December – March is half of what it is from in April – July clearly this form of advertising is half as effective during these months.
2. Be Great at Follow Up
When a lead comes in via your website, social media, or lead generation campaign on Facebook, jump on it. Keep in mind, this person probably also requested information from one or two other companies, so being the first to reach out will increase your chances of capturing the sale.
It is proven that following up quickly does produce exponential returns. Check out this study from The Harvard Business Review.
The study included 1.25 million sales leads received by 29 B2C and 13 B2B companies in the U.S. Firms that tried to contact potential customers within an hour of receiving a query were nearly seven times as likely to qualify the lead (which we defined as having a meaningful conversation with a key decision-maker) as those that tried to contact the customer even an hour later—and more than 60 times as likely as companies that waited 24 hours or longer.
Prioritize It
So how do you stay on top of your follow-up? By making it a PRIORITY and setting up the correct processes and software to make everything seamless.
The basic psychology of a person looking for a service provider to see why a quick follow-up is so important.
Someone is thinking about hiring a moving company – so they fill out the form on your website to request more information. Then it’s off to the next task on their to-do list. When you reach out to them right away, it increases your chance of capturing the sale because:
- They may still be available to actually speak with you and make a commitment – so they can then completely cross the task off their list.
- Your competitor hasn’t had a chance to reach them and your offer sounds great and they make a commitment – so they can completely cross the task off their list.
You have now shown them how responsive you are. They are impressed and make a commitment.
3. Call Every New Lead Immediately
Not every person will provide a phone number, but if they do, pick up the phone and call them IMMEDIATELY… Why? You are more likely to close the sale over the phone, than by sending an email with a quote. Your email response could end up in a spam filter if you’ve never emailed the prospect before.
It shows that you are responsive, a quality that many look for in a service provider. If you cannot reach them on the phone leave a voicemail letting them know you’ll be responding to their inquiry via email.
4. Email Them Immediately After
After you reach the person over the phone, send them an email right away to recap your conversation in a specific sequence that is preprogrammed. Vonigo offers appointment confirmation and reminder emails that are designed to work for moving companies.
If you want to run even more sophisticated moving company marketing automation, use the TIBINT Email Marketing Software solution alongside an advanced CRM to help convert more leads to booked clients.
5. Contact Current Customers for Repeat Sales & Referrals
To encourage repeat sales, reach back out to your current clients to see if they need anything. Your current customers are one of the best sources for new business and referrals. Consider a time-sensitive offer exclusive to current customers.
Bonus Tip
Offer a customer a referral bonus so if they don’t need any additional services right now, perhaps they have friends or family who would be interested in your services.
Keep Going – Follow Up Repeatedly
When you speak with the prospect be sure to ask when you should follow up. If their response is “I’ll contact you if I have any questions” or “I’ll contact you when I’m ready”. Come back with something like “I know life gets busy, is there a reasonable time to check back with you if I don’t hear from you.” Their response to this question will give you an indication of their level of interest so you can then decide when or if you should follow up with them.
