Buying moving leads is a great cost efficient way to generate sales. Chances are, though, when buying leads from companies like Moving.com, Billy.com, or Equate Media, you will periodically come across a few junk leads.
Some of these can have a fake name and phone number. Others may have the correct name and phone number but aren’t actually looking for a mover. They are either looking for an apartment, a realtor, or maybe even just a rental truck. Our reps have ran into this situation many times.
What do you do when you receive bad leads? Don’t let them slip through the cracks without a second look. To generate more business you have to do everything in your power to convert each and every lead. Yes, even the ones who don’t know they need your services…yet.
If they say they just want to rent a truck…
Use it to your advantage. Mention the cost of renting a truck, fuel, and buying moving blankets and materials. Once all is said and done, those things add up. You’d be surprised at how many people you can book this way by offering to give a quote for them to compare costs. Why would they choose to do it themselves if it will cost the same or less to have professionals do it for them?
If they are looking for an apartment complex…
Offer to help them find what they are looking for – get their email address (if you don’t have it already) and send them information on local complexes or apartment finder websites local to your area. It takes two seconds and small gestures go a long way. These may be harder to book than those looking for rental trucks, but they will remember how you went out of your way and your hospitality is sure to convert some of these into sales.
If they are looking for a realtor…
Tell the customer you can send them an email with a couple realtors you highly recommend and when they’re ready to move, your company will take great care of them and their moving service needs. By doing this, you are building rapport by going the extra mile and the customer won’t forget it (or you) when it’s time for them to move.
When bad leads still say they aren’t interested in a moving quote, you can always email them some helpful tips for moving. Down the road they could change their mind and you’ll be the first mover they call.
Stay tuned next time when we discuss lost sales and what you can do to ensure it doesn’t happen to your customers.