When you’re dedicating most of your moving company’s resources to helping your existing client, it’s tough to find time to generate new leads. You simply don’t have the time to build a marketing team, devise new lead generation strategies, and analyze the results. Your business needs all hands on deck to help the clients you already have.
Or, perhaps you have the opposite problem.
Maybe you’re struggling to find clients, no matter how much time and effort you put into lead generation. You’re experiencing a complete lack of moving leads, meaning your team is sitting idle while you try and find a solution.
In either situation, moving leads providers can help.
Moving company lead providers generate quality leads that speed up your sales process and ensure you have a consistent flow of clients. When you buy moving leads from a provider, you can be sure that you’re getting qualified leads that deliver a strong return on your investment.
That is, as long as you work with the right provider.
With so many options available, it’s difficult to choose the best moving lead providers for your business. But with these tips, you should be able to find a provider that fulfills your moving company’s needs.
Tip No. 1 – Look for a Tailored Service
There are general lead generation companies. And then there are agencies that focus on a specific niche. You need to know the differences between the two when searching for a top moving leads company.
General lead providers are usually experts in a wide range of marketing techniques. They have large teams and can build complex campaigns. However, they may not have expertise in your industry. If they’ve never worked with a client in the moving sector before, these companies need to take some time to learn about your business and what it needs before they can build campaigns.
The providers that focus on specific niches combine their marketing expertise with in-depth knowledge of the industry they specialize in. That means you don’t have to spend time explaining the moving industry and what clients typically want. The provider already knows, which means they only need to learn more about your business so they can create tailored lead generation campaigns for you.
So, which is better.
Going for the niche provider usually means you get better results and more qualified leads. That’s not to say a general provider can’t also produce results. It’ll just take them longer to get to the same level of results as a provider that already understands the moving niche. By finding moving leads providers that tailor specifically to the moving industry, you ensure strong results from the beginning of your campaign.
Tip No. 2 – Ask About the Provider’s Cost Per Customer Acquisition
How much do moving leads cost?
That will likely be the first question that you ask any company that provides mover leads. However, the real answer is more complicated than you might think.
Most providers can give you a quick answer for how much they charge per lead. The issue is that the cost per lead matters far less than the cost per customer acquisition. A provider could charge rock-bottom prices for leads and it won’t mean a thing if none of the leads convert into customers.
For example, let’s say you’re talking to two providers. Company A charges $2 per lead and Company B charges $5. You order 20 leads from each company, meaning you spend $40 with Company A and $100 with Company B.
Out of Company A’s 20 leads, only one of them converts into a customer. That means you spent $40 to acquire that single lead.
But five of Company B’s leads convert. By dividing the $100 you spent by five, you see that your customer acquisition cost when using Company B is $20.
So, Company B is a better choice than Company A, even though Company A charges you less per lead.
The point is that going for the lowest cost per lead is rarely the best strategy. If your moving company lead providers offer poor leads, it doesn’t matter how little they cost. You’ll still waste money. By focusing on the cost per acquisition, you can drill deeper into whether a moving lead provider’s service is as strong as they claim it to be.
Tip No. 3 – Search for a Provider That Focuses on Your Weaknesses as Well as Your Strengths
Moving leads providers need to learn as much as they can about your company before creating their lead generation campaigns. The more they know you, the better they can tailor their campaigns to your company’s needs.
Naturally, you’ll inform your provider about your company’s strengths. But the best providers also want to know about your company’s weaknesses. They want to know what your moving business lacks, what sort of competition it faces, and where your resources may be limited. They’ll also want to learn as much as they can about your current lead generation issues.
Lead generation is not just about emphasizing your positives to prospects. It’s also about ensuring your company doesn’t receive leads that it’s not in a position to convert. By learning about your moving company’s weaknesses and limitations, your provider ensures it knows who not to send your way as well as which leads you will benefit from.
How does this help you choose a top moving leads company?
If a provider asks about your business’s limitations, that’s a sign that they’re taking as comprehensive an approach as possible to the campaign they’re building. Providers who don’t ask about everything end up lacking key details that could lead to them wasting money on generating leads that aren’t suitable for your organization.
Tip No. 4 – Ask What They Do to Nurture Prospects
Occasionally, a prospect will come along who knows exactly what they want and is willing to buy a service from your moving company immediately. But that sort of customer is rare when compared to the many who need a little time to think before making a decision.
What does “time to think” really mean?
The prospect is likely going to research other moving companies, compare quotes, and spend time learning more about your business before they convert.
This is all part of the lead generation process, meaning it’s something the best moving leads providers account for. When searching for a provider, ask them what they do to nurture the prospects they send your way. How do they educate them about your company and the service it provides? Do they provide multiple touchpoints that allow the prospect to learn more, resulting in them becoming more qualified leads? Or, do they simply receive the contact details from a prospect and send them on to you?
If they just receive and send, that means you have to do a lot of the lead nurturing work yourself. Ideally, your mover leads should come from a provider that educates the prospects it finds before sending them your way. That means you have to do less work and have a higher chance of converting the lead into a paying client.
Tip No. 5 – Transparency Is Key
The best moving leads providers aren’t agencies that work completely separately from your moving company. They’re partners. A provider needs to understand how your business works before it can provide a good service. If the provider doesn’t make the effort to learn more and work closely with you, it’s likely that the leads you receive won’t be as good as you need them to be.
Transparency is critical in creating this partnership.
That’s because transparency creates trust. When a provider tells you exactly what campaigns they’re going to run, why they’re going to run them, and what those campaigns involve, you’ll feel like you can trust them more. Conversely, a provider who doesn’t tell you anything about how it generates its moving leads is also a provider that may be willing to hide important details from reports and feedback sessions.
Check for transparency by asking the provider how it does its work. If you find the provider tries to avoid this pointed question, you’re likely speaking to a company that isn’t transparent with clients. That means you’re likely to run into issues figuring out what’s happening if the provider’s lead generation efforts don’t go to plan.
Tip No. 6 – Data Is Key
According to a survey of 250 B2B professionals conducted by CMO.com, 89% of respondents believe the quality of the data they receive determines the success of their lead generation efforts.
Think about what this means when searching for moving leads providers.
Some providers offer the bare minimum of customer data. You may receive a name, contact address, and phone number, with no other details about the specific services the customer wants. Others provide much more data, such as information about how many times they’ve spoken to the customer, where the customer is in the sales funnel, and any specific information the customer has requested.
Which do you think would be the better provider for your moving business?
The provider that offers the most data.
Quiz your potential provider about the data it offers with each lead that it delivers. If you’re getting a barebones service, you may not get the data required for your sales team to know how to approach the leads you receive. More and better quality data ensures you know what a prospect wants, meaning you can tailor your service to the prospect’s needs.
Tip No. 7 – Discuss the Techniques the Provider Uses
Moving leads providers can use an array of techniques to generate leads, including:
- Search engine optimized landing pages
- Social media
- Paid online ad campaigns
- Cold calling
- Content marketing
- Email marketing
Each type of campaign has pros and cons. For example, paid ad campaigns can be targeted directly toward your ideal customer. But they require additional investment to run. Email marketing is cheaper but also requires the provider to have a list of email addresses of potential customers.
All of these techniques are valid.
However, not all of them will likely work for your target audience. As such, you need your provider to be able to explain each of these techniques. The provider must also be able to recommend the techniques that will likely work best for your moving company based on what they’ve learned about your business. If the provider isn’t willing to discuss the techniques it intends to use, they’re also unlikely to craft a campaign that speaks directly to your audience.
Tip No. 8 – Ask How the Provider Targets Their Campaigns
Having a target audience is important. Without one, a lead generation campaign attempts to appeal to anybody and everybody. The problem here is that most of the people the campaign reaches aren’t interested in a moving service. They’re going to see the marketing and ignore it, resulting in wasted money for your business.
Take paid online ad campaigns as an example.
Many of these campaigns charge for ad impressions. That means you pay a small fee each time a web user sees your ad. Now, imagine that your moving company only works with clients in Florida. However, the ad campaign doesn’t limit itself to Florida and instead serves up ads to people all over the United States. The result is that a ton of people see your ad who would never convert into clients because they don’t live in your location.
You waste money and fail to generate leads.
A top moving leads company understands the importance of targeting. Ask your potential provider about how they determine what your ideal client looks like. Quiz them about the tools they use to ensure ads and only reach people who are likely to be interested in your services. The more targeted the campaign, the stronger your return on investment will be.
Find the Best Moving Leads Providers
A lot of providers have moving leads for sale. However, you need to work with a provider that specializes in your industry and is willing to work closely with you to ensure that you receive quality leads that are likely to convert.
These tips help you to find a top moving leads company.
By following the advice in this article, you’ll learn more about the provider’s approach, how it works with clients, and the techniques it uses to generate leads. You’ll also discover how transparent the provider is and whether it provides the volume of data your sales team needs to quickly convert prospects into customers.
Now that you know how to find the best moving leads providers, it’s time to take the next step. At Buy Moving Leads, we connect you with customers who need the moving services you provide. To find out more about our service, and to try it risk-free, get in touch with our team today.