Starting a moving company takes more than knowing how to move furniture. This playbook breaks down the first business decisions a new moving company owner should make, including startup costs, truck rentals, packing supply pricing, buying leads, sales follow-up, and hiring the right person to answer the phone.

Moving Company Startup Sales Playbook

Many movers start a moving company because they know how to do the physical work. That helps, but it is not enough. A real moving business also needs pricing, sales, supplies, trucks, crews, lead follow-up, and reputation management.

Use this playbook to make better early decisions before you spend money in the wrong places.

What Should You Figure Out Before Buying a Truck?

Before you rent, lease, or buy a truck, write down what it really costs to run a legit moving company. Do not guess. A foreman may understand the job, but ownership adds new costs fast.

Startup Cost Checklist

• Packing supplies: boxes, tape, paper, pads, and other materials.
• Truck plan: renting, leasing, or buying.
• Fuel costs: decide if a fuel card makes sense.
• Labor: hire movers who know what they are doing.
• Lead costs: expect to buy leads early because nobody knows your company yet.
• Sales coverage: decide who answers calls and follows up.
• Reputation: early reviews matter because trust is low when you are new.

How Should a New Moving Company Price Packing Supplies?

Packing can be a strong profit center, but only if you price it correctly. Do not charge customers only what the supplies cost you.

The customer is not just paying for cardboard. They are paying for convenience, availability, and your crew bringing the supplies on move day.

Packing Supply Pricing Rule

• Compare wholesale suppliers like Victory Packaging or New Haven against retail options like Home Depot.
• Buy in bulk when possible to lower your cost.
• Do not sell supplies at cost.
• If a box costs you $2, consider charging $4 to $6.
• At minimum, build in a real markup so packing stays profitable.

Should You Rent or Buy a Moving Truck First?

Owning trucks may be better long term, but renting can make sense when you are starting out. The key is simple: your pricing must cover the rental cost.

Truck Decision Guide

• Rent first if: you are new, cash is tight, or demand is not steady yet.
• Negotiate with rental locations: ask for a lower rate if you rent from them often.
• Watch your pricing: if the rental cost is high, your moving estimate must make up for it.
• Buy later if: you have consistent volume and can support the truck expense.
• Review fuel costs: decide whether a fuel card helps your operation.

How Do You Compete When Moving Leads Are Shared?

In the beginning, buying moving leads may be necessary. The problem is that many leads are shared with several moving companies. Some will be junk. Some will not answer. Some customers are already tired of sales calls.

This means speed and follow-up matter. You need to contact the lead as soon as it hits your system, then keep working it without becoming annoying.

Lead Follow-Up Framework

• 1. Call immediately. The first company to reach the customer has an advantage.
• 2. Keep calling if they do not answer. Many moving customers are not ready to book on the first call.
• 3. Have a real conversation. Focus on being helpful, not pushy.
• 4. Ask for the business. Use a clear question like, What can I do to earn your business?
• 5. Respect the line. Follow up enough to stay present, but not so much that the customer feels chased.

How Do You Follow Up Without Losing the Customer?

Good moving sales is not about bothering people. It is about staying useful until the customer is ready to decide.

Follow-Up Boundary Script

• Ask: How often is okay for me to check in with you?
• Ask: What feels like too much follow-up for you?
• Listen for annoyance: if the customer sounds irritated, pull back.
• Re-engage later: especially if the move is still two or three months away.
• Protect future referrals: even if they do not book, they should remember you as professional.

Who Should Handle Sales for a New Moving Company?

If you are not a sales person, be careful hiring your own sales person too quickly. Many owners hire family, friends, or someone who simply talks a lot. That does not mean they can sell moving services.

Sales experience can help, but moving industry experience is not always better. Some reps from other moving companies may have bad habits, like quoting low minimums, skipping full inventory, or leaving operations to deal with the problems.

Sales Hire Scorecard

• Can they sound confident on the phone?
• Can they take a complete inventory?
• Can they explain the estimate clearly?
• Can they handle objections without discounting too fast?
• Will they follow up after the first call?
• Are they trainable?
• Do they create meaningful conversations?

How Do You Know If Your Sales Process Is Working?

Do not judge your sales team only by bookings. Listen to the quality of the conversations. If your rep is having meaningful conversations, asking the right questions, and following up well, bookings should follow over time.

Sales Quality Checklist

• Record calls using a phone system like RingCentral or another call recording tool.
• Review what was promised to the customer.
• Check estimate quality and make sure inventory was taken properly.
• Listen for confidence in the rep’s voice.
• Check stale leads in your CRM, such as SmartMoving, before assuming the rep is lazy.
• Ask why follow-up paused before forcing more calls.

Quick Win: Fix One Sales Phrase Today

In your next sales call, do not end with a weak goodbye. Ask the customer directly:

What can I do to earn your business?

This one question can separate your moving company from other companies that only send a price and wait.

Common Mistakes New Moving Company Owners Should Avoid

• Starting without knowing your real costs.
• Charging customers only what you paid for packing supplies.
• Renting trucks without building the cost into your pricing.
• Assuming all moving leads are good leads.
• Giving up after one or two calls.
• Hiring a talkative person instead of a real sales professional.
• Training reps to quote low minimums instead of accurate estimates.
• Following up so much that customers feel harassed.

How to Apply This This Week

• 1. Write your cost list. Include supplies, truck rental, fuel, labor, and lead costs.
• 2. Check your packing supply pricing. Make sure you are not selling boxes at cost.
• 3. Call your truck rental location. Ask if they can offer a better rate for repeat rentals.
• 4. Review your last 10 leads. Check how fast you called and how many follow-ups happened.
• 5. Listen to one sales call. Look for confidence, clear estimating, and whether the rep asked for the business.

To hear the full conversation, watch the original episode on YouTube and visit the Let's Talk Moving Podcast channel.