How often do you catch yourself that the sales of your moving company are not working at full capacity? Such questions as:
How many calls and requests are received every day, week, month, or year?
What stage of the sales funnel is each customer in?
How many leads each manager is working on?
What stage is the most common when you lose customers?
How many leads were not turned into actual customers?
With no clear control over the working process, it is impossible to objectively evaluate the effectiveness of your company's sales.
Nowadays every moving company starts to realize that leads and customers behavior is an objects for analytics, as well as payments and accounting management. These tasks are solved by CRM - business software designed to organize sales, automate business processes, increase customer loyalty and create comfortable working conditions for managers.
There are situations when the implementation of a moving company software will not bring tangible benefits to the company. If the company works with a narrow list of permanent partners or under one contract, for instance working under a government contract, and does not engage in regular search and attraction, there is no necessity for a CRM for moving company.
However, when a moving company is actively looking for new leads and spends funds on digital marketing, every lead counts. Missing each lead just because of a lack of attention to the sales funnel and the organization of the working process means draining part of the marketing budget. The reason for low return on marketing investment may cover the inefficient processing of requests.
The loss of potential customers is one of the main problems that software for moving companies can solve with a proper approach. All the client info comes from the quote form directly to moving CRM, and a new lead is created automatically. All requests immediately enter the system, and not a single lead will be missed.
Gathering all leads into one place is just one of many tasks. In addition, CRM for moving companies helps:
Return customers. When the manager has all the information and history of relationships with customers before his eyes, he offers exactly what the customer needs. Even if the owner of the company decides to hire another manager, CRM will keep the data, and another employee will be able to continue communication.
Convenient customer database. Sometimes it is necessary that not only the manager has access to information about customers, for instance, but you also have to create an email campaign and share the data with a marketing agency. CRM for moving companies stores all the data.
Manage finances. Software for moving companies allows you to see reports and analytics, based on that, you can determine the most profitable sales funnel.
Analyze managers or sales performance. Using analytics, you can track the conversion rates of your employees
Increase sales. Managers process all incoming leads, not missing calls and emails. Managers know more about the client and offer what they need, therefore conversion rates growing.
Save time and get more done. In Moving CRM, you can automate many routine operations - billing, invoices, calls, e-mailings, analytics, and sales history. When all the data is stored in one place, you do not have to spend a lot of time searching in different sources - mail, excel, calendar, and dozens of folders on the computer.
Analytics. In CRM for moving companies, you can sort data by various criteria and create reports. You will see how many customers are at each stage of the sales funnel, how long it takes from the first contact to closing the deal, at what point the most leads are eliminated, and why.
Nail the deals. By knowing where each lead is in the funnel and what actions to take to push it further, your managers will close more deals without losing customers halfway.
Moving company software solves problems that matter not only for large moving companies. The smaller the moving business needs such a tool to reduce costs and get the most out of marketing budgets.
Every moving business needs to keep records, but depending on the size of the company and the size of the audience, different methods might be applied. When a company has around 10 clients a month, it is enough to have an Excel spreadsheet and Google calendar.
Perhaps this will be enough to track the stages of the sales funnel for each client and the volume of incoming requests, calls, and messages.
When your moving company operates over 50 clients a month, it's time to integrate a CRM system for your moving company. It becomes inefficient to work with requests and manage your employees according to the Excel + Calendar pattern.
When the client base begins to be measured in thousands of people, full automation of all processes is required and a CRM for a moving company with broad functionality is becoming vital.
Additionally, pay attention to the signals indicating that your moving company can no longer cope without CRM:
The workflow increased and you faced problems with the loss of information and obtaining up-to-date data.
Business processes have been established, and all the work of the company is already being built along a clear chain: calling a client, leading through the funnel, and closing a deal. It's time to automate these actions and track them in detail.
The client base is expanding, repeat customers are appearing, it is necessary to segment the audience for more effective marketing. It is necessary to collect all the data in one system.
Requests are received daily and from different channels: phone, email, social media, website, etc. It is difficult to follow and analyze manually.
The workload on moving specialists is growing and the risk of the human factor is increasing: people make mistakes more often - they forget to call the client back, and they cannot get the data promptly.
Every moving business owner at some point either begins to feel the consequences of problems due to insufficient accounting and business analysis or ceases to cope with the amount of data that needs to be analyzed for effective operation.
These feelings are a clear sign that it's time to set up a moving company software.
Actually, only the owner or manager of a moving company knows what tools should be implemented in the software. However, there are several important features that any manager needs to consider in order to avoid difficulties and frustration.
Features. For moving businesses, it is important to get in one software a maximum of tools for managing a company. Such a CRM should not be integrated or used with parallel huge amounts of external software, which you also have to pay for.
Installing and setups. The setup of the CRM should not take more than 2-3 days. It is not wise to spend more time on this - the system may not fit for your business, and you will have to start over again.
Customization. The software should be tailored to the needs of a particular moving business. It is important that the functionality can be changed and configured to the user's needs.
Updates. Make sure that software regularly introduces new features, improves old ones, and improves performance. This means that the developers have not forgotten about their product and are actively developing it.
UX/UI. Convenient usability is half the success. The better the functionality and internal logic of CRM is thought out, the easier it will be for employees to understand it.
Mobile version. It should be comfortable and functional on any device. It is important that you can immediately get information about leads, work with leads, and receive messages and reminders.
Even realizing what an exact set of tools and features should be in your ideal CRM is not always possible from the very beginning.
Let's take a look at the most common challenges moving businesses face when choosing a customer management system.
Sometimes business owners or managers prefer complex solutions - CRM should be able to receive calls and requests, set tasks and reminders, analyze money flows, distribute workload among employees, and much more. It is advisable to use one software to manage all business processes:
no need to constantly switch between different systems and services;
simplifies data exchange and digital document management;
Implementing one system is easier and cheaper.
However, the most popular moving business software is designed for large and medium-sized companies. They are bulky and clumsy.
To start working, you need to read volumes of instructions and spend several months setting up and training employees. Yes, and such solutions cost a decent price.
After reviewing information about top CRMs or even taking a trial version, a small business owner usually refuses this idea. Today, more and more services are aimed at small companies.
Many of them also have additional functionality for complex business management, but getting started with them is much easier. The setup will take no more than 2 days for anyone who is at least a little versed in technology
If a business owner struggling to choose a particular CRM, it is always worth trying a trial version of moving company software.
2 weeks will be enough to analyze whether the use of the system has given tangible benefits. See if the existing problems have been solved if the work efficiency has increased if the profit has changed.
CRM for moving companies is a modern, effective tool that helps you reach a new level and outperform your competitors. It is always better to choose simple services with the maximum set of tools. This will save time and money.
Choosing CRM, you need to proceed from the needs and objectives of a particular moving business. It is worth approaching the implementation process responsibly and first preparing employees for it.
To increase work efficiency and outperform competitors, it is worth starting with the optimization of business processes. Otherwise, no CRM will help.