If you’re anything like me, you’ve been in situations where you know you could close a customer who’s hesitant. Maybe they’re looking at cheaper options or don’t quite see the value yet. You could push a little harder, make the sale.
But here’s my advice...
Don’t.
The Cost of Pushing a Sale
Sure, you might add a bit of extra revenue today. But in the long run? That kind of sale costs you more than it’s worth. If the price of your hauling service is going to stretch someone too thin, or if they’re only half-convinced, pushing them over the line just isn’t worth it. Be honest with them. If they’re not the right fit right now, let them know.
Why Customer Fit Matters
Why? Because taking on a customer who isn’t fully on board is setting yourself up for a headache. The complaints about pricing, the constant calls about every little detail, the pushback on payments—these aren’t just “part of the business.” They’re signs you’ve brought on a customer who isn’t aligned with what you offer. And in hauling, where reputation and word of mouth are everything, you can’t afford that.
Focus on Building Trust, Not Quick Sales
The goal isn’t just to get jobs; it’s to build a customer base that believes in your service and trusts your word. You want clients who value what you bring to the table, who don’t need convincing every time they book, and who will call you whenever they have a project without shopping around. These are the clients who make it worthwhile. They’re reliable, pay on time, and they’re the ones who tell their neighbors about you.
Assess Your Current Customers
Before throwing money at new ads or pushing to close more jobs, take a look at the customers you have right now. Are they the right fit? Are you building relationships with them, reaching out, keeping them happy?
Building Customer Relationships Through Trust
It all comes down to trust. You don’t build it by pulling customers across the line when they’re unsure. You build it by showing up honestly, delivering quality service, and letting them choose to come back. People remember that. Telling a prospect they might not be the right fit now? They’ll respect it. They may even come back later when the time’s right, or send you the referrals who are a better fit.
Long-Term Success: Focus on Relationships
Long-term business in hauling isn’t about quick sales. It’s about relationships, and those relationships get built one honest interaction at a time. Focus on building customer relationships and serving the clients who truly fit your business, and let that foundation grow. ✌️
Justin Hubbard
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