Cultures and rules

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Cultures also have rules. There are rules in selling. Some are unwritten and some may already be up on the wall in your property. What kind of written and unwritten rules do you have in your selling culture?

One rule might be to get up from the desk and come around the counter to greet people when they come in to your store. One rule might be if you’ve got two people at the counter you’re dealing with and the phone rings, you let it right to PhoneSmart instead of trying to talk on the phone and in person at the same time. That was a quick plug for PhoneSmart. Sorry about that.

Another great rule, perhaps the oldest rule of selling, is “Close early and often”. If someone calls you up and says, “Do you have any storage units?”, do you say, “Sure! How soon would you like to move in with us?” If you do, that is great! If the first words out of your mouth are a closing question, you are fantastic.

How do you establish selling rules in your culture? Do you write them down? Do you practice them? Do you drill them? It’s not a bad idea to always give something away to bring in business. It doesn’t have to be of great value. It doesn’t cost you much to buy your low-end locks, but it does bring you some goodwill if you give those away every now and then. And sometimes it doesn’t matter what you give away. I know a storage operator who always has fresh cookies out on the counter. He has people he hasn’t rented to in years stop by to get cookies when they’re out running around town. His customers stop in the office just to have a snack. Whatever it takes for you to make your store a destination for people will help you build your business.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.