IOMI®

World's Only University of Office Moving. Be inspired.
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THE CUSTOMER IS ALWAYS RIGHT
Who hasn’t heard the saying, “The customer is always right,” along with its ugly cousin, “When the customer says ‘Jump,’ you should ask, ‘how high?”

In my opinion, the...
 moreTHE CUSTOMER IS ALWAYS RIGHT
Who hasn’t heard the saying, “The customer is always right,” along with its ugly cousin, “When the customer says ‘Jump,’ you should ask, ‘how high?”

In my opinion, these clichés were probably written by customers trying to take advantage of a salesperson, a mover, or a company. I could give you hundreds of stories in which this happened to my own company during a move, but here’s one of my favorites, that happened before a move.

Over a four-year period, we had bid on two large office moves for one of the “Big Five” national accounting firms. We lost their first move because of price. Even though they told us they wanted to use us for their second job (since their first move had been a disaster), we lost that bid, too–ostensibly because we were too expensive.

Two years later—year 6—they asked us to bid again on their third large move. This time they assured us we would win the job because their second move didn’t finish on time for the price quoted and had a lot of damage. Faced with that opportunity, would you have bid on their third move, believing that ‘the customer is always right?’ Would you be prepared to do the proverbial high jump?? After two unsuccessful efforts, here’s what we did—and it may shock you!
Read More: http://officemoves.blog/2018/01/15/the-customer-is-always-right/
Posted on Jan 15, 2018
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HOW TO WIN LARGE COMPANIES’ DAILY MOVES—Part 3

(continued from last week’s post, Part 2)

Launch your attack by “cold calling” the largest companies in your city, following this script. (To get t...
 moreHOW TO WIN LARGE COMPANIES’ DAILY MOVES—Part 3

(continued from last week’s post, Part 2)

Launch your attack by “cold calling” the largest companies in your city, following this script. (To get the contact information, subscribe to a lead source like ZoomInfo (https://www.zoominfo.com/ .) Once you reach the contact, SMILE and say the following:

“Hi, my name is _____________ and I’m with (your company name). Unlike our competition, we don’t send information out indiscriminately. The purpose for my call is to get your permission to send you a white paper about office moving. May I please send it to you?” They’ll say, “Yes” just to get off the phone.

Before you hang up, be sure to get the correct spelling, title and the exact address of the prospect and send him the 5 STEPS TO A SUCCESSFUL OFFICE MOVE white paper.

A week later, make a follow-up call and say, “Last week I sent you a white paper on the 5 STEPS TO A SUCCESSFUL OFFICE MOVE”. Once they confirm that they received it, say, “I just wanted to point out Step No. ___ (1., 2. or 3.—whichever one you do).” If, for example, you use Comp-U-Wraps, say, “We protect every computer component with a patented computer wrap before we move them.”

READ MORE: http://officemoves.blog/2018/01/08/how-to-win-large-companies-daily-moves-part-3/
Posted on Jan 9, 2018
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HOW TO WIN LARGE COMPANIES’ DAILY MOVES—Part 2

(continued from last week’s post, Part 1)

…I have discovered a “backdoor” approach into winning all their business that I’ll share with you now. Al...
 moreHOW TO WIN LARGE COMPANIES’ DAILY MOVES—Part 2

(continued from last week’s post, Part 1)

…I have discovered a “backdoor” approach into winning all their business that I’ll share with you now. All you need is a “white paper” like the one below. You can use it or write your own. Wikipedia defines a white paper as an authoritative report or guide that addresses issues and how to solve them. White papers are used to educate readers and help people make decisions.
White Paper
FIVE STEPS TO A SUCCESSFUL OFFICE MOVE

The office is moving and it’s your responsibility to choose the right mover. “Simple,” you say. “I’ll just Google Office Movers and pick three to bid on our job.” That’s the wrong approach. Unfortunately, you can’t judge a mover’s quality by the content of their website.

Did you know that most moving companies’ forte is their long-distance house-hold division, while their weakest area is commercial moving?

An experienced office mover knows that the difference between a residential and a commercial move is as great as the difference between night and day. Yes, many will get you to your new location, but there’s a high likelihood that it will not be on time, within budget or without mishap.
READ MORE... http://officemoves.blog/2018/01/02/how-to-win-large-companies-daily-moves-part-2/
Posted on Jan 2, 2018
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About us

Based in metropolitan Atlanta, Georgia, USA, the International Office Moving Institute (IOMI®) offers customized programs in the industry's "best practices" in marketing and sales, job estimating, and operations for moving companies, project management companies, building managers, directors, construction companies, furniture sales and other service providers, and in-house move crews. IOMI® is neither a trade association nor a moving company or an affiliate, but an independent, unbiased training organization beholden to no one.
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