DIFFERENTIATE YOURSELF AND YOUR SERVICE TO MAKE THE SALE
In my post entitled “WHAT TO SAY WHEN YOU COLD CALL A PROSPECT,” I recommended making an appointment to give an estimate as soon as you get a positive response. [...]
WHAT TO SAY WHEN YOU COLD CALL A PROSPECT
In my post entitled “Why Sales People Should Never Cold Call,” I shared about how Wendover-Insight PRM CEO Larry Dillon and I believe that most successful sales people are weak [...]
WHY SALES PEOPLE SHOULD NEVER COLD CALL
As a former stockbroker with EF Hutton on Wall Street a lifetime ago, I learned how to “pitch” stocks to prospects. My stint at Hutton lasted only 7-months (6 months [...]
HOW TO GROW YOUR BUSINESS—ONE BITE AT A TIME
If you’re not growing your business, it’s only a matter of time before you’ll be OUT of business. Even if your company has a steady flow of residual revenue at [...]
THE ART OF THE DEAL…ACCORDING TO ME
During my 24-year stint at Peachtree Movers, we did more than 50,000 office moves, and I can count on (only) one hand the number of moves we closed on the [...]
HOW A McDONALD’S BREAKFAST COST US AN ENGINE
One morning when we cranked our engines, one of our Mercedes Benz trucks threw a rod. This catastrophic event was not covered by the warranty even though our truck had [...]
OUR POLICY FOR GOING TO THE BATHROOM ON AN OFFICE MOVE—NO KIDDING
Sometimes I used to think that I was Job and God was having fun at my expense. In the early 1980’s (long before cell phones) one Sunday evening at 7 [...]
OUR VENDING MACHINE POLICY: NO SHAKING. NO ROBBING. NO KIDDING!
If you’ve read my past posts, you know I believe it’s very important to have a stellar relationship with office building managers. Their recommendation could get you a moving contract, [...]
WHY TREAT YOUR VENDORS LIKE CUSTOMERS?
I learned a long time ago that our success was as much dependent upon my service providers as it was our customers. Imagine having a truck loaded with office furniture [...]
WHAT I WOULD DO DIFFERENTLY IF I STARTED A MOVING COMPANY TODAY
As they say, hindsight is 20-20, and I’ve had lots of time to reflect on what I would change if I were to start an office moving company today. To [...]
SUPERVISOR’S GOALS WHEN RUNNING A JOB
I’ve taught more than 3,000 students my IOMI® office moving seminar. In every in-person seminar, I asked my class what is the number 1 goal a supervisor should have when [...]
THE CUSTOMER IS ALWAYS RIGHT
Who hasn’t heard the saying, “The customer is always right,” along with its ugly cousin, “When the customer says ‘Jump,’ you should ask, ‘how high?” In my opinion, these clichés [...]
HOW TO WIN LARGE COMPANIES’ DAILY MOVES—Part 3
(continued from last week’s post, Part 2) Launch your attack by “cold calling” the largest companies in your city, following this script. (To get the contact information, subscribe to a [...]
HOW TO WIN LARGE COMPANIES’ DAILY MOVES—Part 2
(continued from last week’s post, Part 1) …I have discovered a “backdoor” approach into winning all their business that I’ll share with you now. All you need is a “white [...]
HOW TO WIN LARGE COMPANIES’ DAILY MOVES
Large companies are always moving. When companies are not growing and expanding, they are shrinking, consolidating and storing furniture. Big companies are always doing something. If they are presently using [...]