Selling Self Storage
There have been calls taken about selling self storage from different companies and all have a good way to build rapport on the phone. Most still enjoy that face-to-face contact with the customer. Your personality can sometimes shine through on the phone, but looking the customer in the eye and showing your friendliness and willingness to assist them in your body language will win them over. Getting the caller to stop by and see you and your rental property is a great way to close the sale.
Think about it. If you call into a retail store looking for a particular item, you find it, and go down to the facility, you are most likely going to buy it from that retailer, barring some catastrophic turn of events. The same thing is true in self storage. If you can get the caller to commit to coming by your rental property and showing them a great personalized experience, they will hand you their money to rent today. How does one ensure that the caller is being taken care of fully so that they would like to rent from you?
Once the phone rings, you are on stage. How you speak to the caller has an impact on the overall sale. Are you talking to fast? Do you let the caller talk? Do you cut the caller off when they are trying to say their thoughts? These are important things to think about when you are speaking to the caller. When you get into the meat and potatoes of the call, what is your sales focus? Are you just rattling off some phrase that you are supposed to say to the customer, rather than giving personalized service? No one wants a robotic sales person. Ask the customer what their storage needs are, take care of those needs, add some salesmanship, and find a way to get them to stop on by your rental property. It never hurts the customer to ask them to stop by and see what your facility has to offer.
Once you get the caller to stop by your rental property, you are halfway to a sale. The customer is in your building and now you have to find out what is holding them back from renting and if they like what they see. If you keep your facility clean and well maintained, there are still some variables that you might have to overcome. Those variables are price, specials, and convenience of location. Two out of three of the previous topics you can take care of on the spot. You cannot pick up your facility and move it to another location. You will just have to talk up why you chose this location and how it can accommodate a large percentage of the public.
In self storage, we need to take every opportunity to get the caller to rent from our facility versus our competition. Get the caller to stop on by your rental property. When they do, ensure that your facility is clean, warm and inviting to them. You as a manager need to make every effort to impress, but do not be over the top because the customer can see the over aggressiveness. Get the caller to stop by and you are more than half way there to getting a new tenant.
April 2007 Self Storage Blog Archive
Self Storage Article Directory – General Information
The original article is located at: Selling Self Storage
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