With circa 14,000 removal companies in the UK, you’re likely competing with many rivals in the same space as you. When competition is tough, it is paramount that you are consistently generating new leads.
Are your team facing too much downtime? Is your phone not ringing as frequently as you’d like? Or maybe you’re receiving a disappointing number of website enquiries? It may be time to revamp your lead-generation activities. In this blog, we will explore strategies you can take to generate leads for your moving company so that you can sustain a thriving business. Whether you’re just starting out or a well-established removal firm, you will find some useful hints and tips to help you win new business.
Online presence
First impressions count so it is essential to invest in a professional-looking website. This could be the first interaction a potential customer has with your business. A strong website establishes credibility. If it features low-resolution images, spelling errors or is difficult to navigate, it will create a negative perception of your brand. Remember, your customers are putting you in charge of their treasured possessions. Your website is a reflection of the service you’ll provide. A poorly executed website gives the impression of a poor service.
Ensure that you include the locations you cover, the services you offer, your contact details and pricing. “I don’t want my rivals knowing what I charge,” protest many removal companies. The truth is that your competitors already know your pricing. Don’t be under the illusion that adding pricing is a bad thing that will drive away customers. It makes life easier for a customer and they’ll trust you more because you’re being transparent. It can also help filter out customers who are not a good fit for your services, saving you the time and effort of interacting with those who will never use your business anyway.
It’s also wise to have active social media accounts on Facebook, Linkedin, X and Instagram. Many customers will search for you on these platforms so having a presence will just solidify trust in your business. You should be using your social media to share engaging content, such as packing tips or moving hacks, as well as customer success stories and industry news. Posting pictures of you and your team on your socials will also build trust and make your business more relatable. Try joining local Facebook groups and engage with these to get your business name out there. Similarly, Nextdoor is great for communicating with your local community.
As well as organic social media, you can also pay for ads or sponsored posts on some of these platforms. This will expand your audience reach but it can be quite costly and time-consuming to run a successful campaign.
SEO
Search Engine Optimisation (SEO) is effectively using the right language to ensure that search engines like Google rank you higher in search results. By including keywords that your potential customers may be typing into Google when looking for your services, you’ll boost your chances of appearing in their search results. It’s likely customers will search terms such as ‘removal company’ or ‘man and van.’ You need to include this language in your website copy.
You’re likely a local business, so you should include your city or town name such as ‘removal company in Milton Keynes’. To get an idea of keywords to include, type in ‘Removal company London’ to see what types of phrasing and words the top-performing pages are using. Try some different city names. Pay attention to their H1 for instance. This is the first header at the top of their page. Google will penalise you for plagiarism, so we’re not suggesting that you copy them word for word! It is just helpful to look at some top-ranking removal websites to see what type of copy works. You should also use a keyword planner (a tool that helps identify the most relevant keywords.) There are many available online such as Moz or Ahrefs and they’re easy to use.
Google My Business
For most moving companies, local customers are often the primary target. You should therefore set up a Google My Business page. Head over to google.co.uk/business to establish one. Check out this tutorial should you need some further help. Include all your business details and ensure it is accurate and up to date as customers will use this information to find out your operating hours and contact details. By having a Google My Business account, you will also be able to add your business to Google Maps so potential customers can find local businesses more easily. The distance between your business and the individual searching on Google influences your search rankings so if you want local people to find you on Google, you must be visible.
Once your Google My Business is up and running, encourage customers to leave reviews. Positive reviews will boost your credibility and visibility in local searches. They also build trust with possible customers. Businesses with more positive reviews tend to rank higher in local search results, so you're more likely to appear for potential customers searching on the internet for a local removal company. Many customers rely on reviews to make decisions on which service they choose. Having a good variety of reviews just gives customers a better insight into other people's experience with your company.
Strong brand presence
Don’t underestimate just how important your brand is. Create a strong brand that is used across your vans, uniforms, website and so on. This will foster trust and differentiate you from your competitors. People are going to see your vans on the road so they’re effectively billboards on wheels. Customers may not necessarily need your services when they see you, but they may remember your brand when it comes to a time that they do require removal services.
Content marketing
Writing blogs and creating valuable content for your audience will make you a knowledgeable and reliable resource. This will help you to build trust with potential customers and generate removal leads. You can include your keywords which will also help you to rank higher in search results, meaning customers will be more likely to find you.
Are you asking yourself, “No one in my industry does this?” Exactly. Content marketing is something that your rivals are unlikely to be doing, so if you adopt this strategy, it will give you a competitive edge and push you up higher than your rivals in Google.
Write blogs about questions you get asked a lot by your customers, topics relevant to your industry, company news, what’s happening in the property market and anything else that will interest your customers. The more content you have, the more trustworthy your business will come across. It also helps to post blogs regularly to keep your website fresh which Google likes. Google will see your website as providing informative content to potential customers so will reward you in higher rankings.
PPC
Pay Per Click (PPC) is an advert that is located at the top of search results when people search specific keywords. These are clearly marked as ads and sit above organic search results. Advertisers pay a fee to the search engine every time someone clicks on their ad. PPC can capture customers actively seeking moving services, but it can be quite time-consuming to set up PPC campaigns and ensure that they’re working effectively. That’s why PPC is a dedicated profession. PPC specialists know and understand the intricacies of it. It can be quite a competitive field to operate in but one that can work well.
Mobile advertising
Mobile ads prove a lucrative source of leads for removal companies. People are always on their phones so having an ad pop up while scrolling through websites is a great way to reach a local audience. Users can click through to a company's website or schedule a quote.
Email marketing
Email marketing is a tried and tested method whereby you send targeted messages to a list of subscribers via email. If you want to engage with email marketing campaigns, Customer Relationship Management (CRM) software will make this process easier. Implementing a CRM will help you to manage and nurture your leads more effectively. It will keep your business well organised and you’ll be able to easily follow up on removal leads by setting alerts. If you’re interested in getting a CRM, MoveMan offers software specifically for removal companies. The drawback of email marketing is obtaining the email addresses in the first place. What’s more, your customers are only in the market for your services at certain times in their life so you may be emailing subscribers who are not looking for a removal firm. However, email marketing is an effective way to stay in the minds of potential clients.
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Word of mouth
Word of mouth is a highly effective way to generate leads for movers and storers. These are some of the most reliable sources of leads but only work if friends and family of a satisfied customer are moving. Positive experiences and endorsements from friends and family carry a significant level of trust and credibility. What’s more – it’s free marketing! You should work on always providing superior customer service to drive your word-of-mouth leads.
Referral programs, offers or discounts
Encourage your satisfied customers to refer your company to their friends and family through referral programs or discounts. You can offer incentives or rewards to the referrer and the new customer. Everyone loves a good deal, so these removal leads hold a lot of weight. An offer or discount may be the reason someone picks you over a competitor.
Networking and partnerships
Establishing a relationship with a local estate agent, property manager or storage facility is ideal as they can refer people to you. This can lead to mutually beneficial relationships through referrals both ways. Networking and partnering with businesses can expand your reach and visibility to potential man and van leads. Recommendations from trusted sources instil confidence in potential customers. You can also learn from others in the industry and gain insights into effective lead-generation strategies.
Review and directory sites
Ensure that your business is listed on sites like Yelp and Trustpilot so you can collect positive reviews from happy customers. Positive reviews build confidence in potential customers to help generate new leads. Make sure you’re promoting your strong reviews too. You can post these on your website or use them in your marketing material. Social proof is the concept that people will buy from a company if they see others doing so or providing a positive opinion of that company. That’s what makes reviews so essential for businesses of today.
The days of your customers flicking through the Yellow Pages to find you, are long gone. Directories like this are still important for sourcing customers though - they’ve just moved online. Add your business to websites such as Yell (set up by the publishers of Yellow Pages), Which? Trusted Trader and Checkatrade. Customers can search their local area for reputable removal companies and check out your details and rating. You may have to pay a fee or be assessed in order to be included but they offer a great source of potential leads.
Attend home shows, conferences or trade shows
Attending events is a highly effective strategy for removal companies to generate leads as you can connect with a targeted audience in the market for your service. It gets you in front of homemovers. Face-to-face interactions leave a longer impression and fosters trust. You can also gain a deeper understanding of the moving industry, which is important as being well-informed will help you to win business. These types of events will also put you in touch with suppliers and estate agents that you may be able to forge collaborations with.
Hosting a community event in your local area
Hosting a local community event helps to promote your business as a household name in your neighbourhood. It gives you an opportunity to build relationships with local residents and improves your brand reputation. You could sponsor a local kids’ football team for instance or set up a charity fundraiser.
Direct mail
A traditional but still effective way to gain leads is through direct mail, you can target specific demographics or neighbourhoods. A homeowner can keep hold of your direct mail until they need your services whereas an email can be easily forgotten about.
Lead generation services
Many of the lead generation ideas we’ve put forward are time-consuming. Some take time to build momentum such as word of mouth, referrals and collaboration with estate agents. If you need leads quicker and easier, it pays to enlist the help of removal lead providers. Connecting with a lead generation service that specialises in connecting moving companies with potential customers is a convenient, efficient and stress-free way to acquire new man and van leads.
Here at MoverAlerts, we can provide you with details of people in the homemoving process at various stages. You can choose to receive the list of postcodes to mail out your marketing collateral yourself or we can organise the direct mail campaign for you. Every single person putting their home on the market is a potential customer. Don’t wait for them to come to you. Go straight to the homemover instead! We monitor the property market, and we know the most effective times to contact potential clients to convert them into a customer. By enlisting MoverAlerts to carry out your direct mail campaign, you can spend less time marketing and more time moving customers.
MoverAlerts can help build a reliable stream of potential customers so that you can continue to thrive in a competitive market. We find our direct mail postcards are effective for sourcing removal leads as emails are most often ignored and phone calls can be intrusive. The homeowner can keep hold of your postcard until they’re ready to use your services.
Final thoughts
Lead generation is pivotal for the success of removal companies in a competitive market. By implementing some of the strategies outlined in this blog, you can connect with more potential customers. Good luck with your lead generation efforts! If you want to talk to removal lead provider MoverAlerts about teaming up to secure new leads, give us a call today.
