We all know that networking is a great way to get new business. Often times, it feels like a chore and something that gets overlooked. As a moving company, you want to network with individuals and organizations that you know can refer moves to your company.
When I started my first moving company, I would dispatch my trucks in the morning and then spend the rest of the day “pounding the pavement”. I would drive from one apartment complex to another, networking with the leasing agents.
Before long I had apartment complexes all over town referring us moves. Some I would give a referral fee, others I would cater lunch for their office or send them flowers. Once they saw that we took care of their tenants, they were more than happy to send us the business.
Here are some people you should focus on networking with when you pound the pavement:
- Leasing agents at apartment complexes
- Mortgage brokers
- Home builders
- Self-storage facilities
Realtors, leasing agents at apartment complexes, mortgage brokers, and storage facilities are all dealing with people daily that are moving. Going out and making connections with these folks is a great cost effective way to start booking more moves.
If you are just starting out in business, you can go do it yourself. If you are already established, you can have someone from your company going out making these connections. Either way, someone should be doing it.
The key is consistency and follow-up. You want to make this a weekly practice. Even if it’s just for a couple hours a week. This is a great source of getting moves that anyone can implement right away.
Watch the video above for the full episode.
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[The following is the full transcript of this episode.]
Hey my friend. It’s Louis Massaro, author of 10 Rules of a Profitable Moving Company and founder of Moving Mastery. Today, we’re gonna continue talking about how to become more profitable. If you haven’t already downloaded my e-book, 10 Rules of a Profitable Moving Company, head over to my website. It’s free. Download it, you’ll get it immediately. And today, we’re gonna talk about rule number three which is: Get out of the office and pound the pavement.
This is how I started my business. This is essentially from day one how I got out and rounded up business to start my company. I had a Yellow Page ad, and I went out, and I pounded the pavement every single day.
So what does pound the pavement mean? It means go and speak to, physically get in your car and drive and talk to apartment complexes, talk to real estate agents, talk to mortgage brokers. These are all people that can refer moves to you. When I started, I was working out of a truck rental yard. I didn’t have an office, so I would drive there every morning, I would dispatch the trucks, I would get back in my car, I would go get some breakfast ’cause it was still too early, nothing was open. And soon as 9:00 o’clock came, I would go apartment complex, to apartment complex, to apartment complex all day long. And I would walk in and I had some brochures. At the time, it weren’t really that nice looking back at it. Eventually, I got some nicer ones. But I walked in with some brochures and a business card. I didn’t even really get dressed. I had a sweatshirt on that had the name of my company.
And I walked in and I spoke to them and I said, “I just opened a moving company in town and I would love to get your business. I’m gonna take care of your customers. I can do something for you as well.” And if they were interested in receiving a kickback on the move or a referral fee on the move, I worked that out with them. Some complexes weren’t able to do it. At the time, I lived in an apartment complex that it was a pretty big complex. And all the girls in the office there, they weren’t allowed to take anything, but they referred a ton of moves because they saw my face a lot. I went in and I spoke to them and I talked to them. And when they would refer moves, I’d send lunch, I would send flowers to all the girls. And they loved it, they loved it and they continued to send moves. Other places, I would show up, I would bring them donuts, because you can’t just go once. You have to continue the relationship.
Nowadays, yes, you can do networking online, you can network with Facebook and LinkedIn, but to go out and pound the pavement will bring you those extra moves that if you’re not doing this, then you’re not getting now. Depending on what level you’re at, later on, I had someone else that would go and visit apartment complexes. And they had a route and they would go hit a certain amount of complexes each day. They would give them our information and then we’d follow up with them from the office. We built a database. It’s really a great source of business.
So I hear a lot of people talking about the marketing, “This doesn’t work and that doesn’t work.” When you get out and you’re face-to-face with people that are face-to-face with other people that are moving, they can refer you moves. So you don’t have to make it a big deal. Yes, eventually, I started wearing a polo shirt. Eventually, whoever I was sending out was wearing a polo and slacks to do it. But when I started, I literally went in with jeans, my company sweatshirt, and a business card, and some really terrible looking brochures. And it works and you get moves. And yes, they’re apartment moves, they’re smaller moves. But you also speak to realtors and they’re gonna get you bigger moves.
So I know that you may know this already and it seems like common sense. And I know a lot of people are doing it, but who’s doing it on a consistent basis, who’s making this part of their everyday business? Whether that’s you personally stopping at a few places on the way home every day, whether it’s one day a week, you take the afternoon and go target an area and pound the pavement in that area, or you have somebody working for you that does it. You have to be pounding the pavement. I’m telling you, it seems simple and you may have tried it before. If you’re doing it now, awesome. If you’re doing it on a consistent basis, you know what I’m talking about. I’m preaching to the choir right now. I don’t have to tell you. You know that it brings in moves.
So again, if you’re not doing it, just start simple, start small. It doesn’t have to be a big production. Just walk into a place with a business card. Say, “You know what? You have tenants moving in and out, I have this moving company. We provide a great service. I would love to take care of your clients. We could work something out with you as well.” And you strike up a conversation. The worst thing they could tell you is “No.” The worst thing they could tell you is, “We already work with somebody.” Listen, try anyways. You’re going to get more business from this. So, that’s rule number… What are we on? Rule number two. I’m sorry, that’s rule number three. Go out and pound the pavement. Do that. Start doing it right away and I’m telling you, you’re gonna get more moves from it. Profit in business, thrive in life always and I’ll see you next time.