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Self Storage Sales Techniques


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    By Sarah Little

    Today I tried to knock out some of the few shops we have left for this month. We usually end up with the same few stragglers. As I made my shops today, rather than asking,”How much is…” I simply asked what the access hours were. A surprisingly large percentage of the managers let me get away with it. Of course if they asked me if I needed anything else I’d go into the regular, “How much is…” mode.
    I made the calls this way because some caller’s don’t know what they should ask when looking for storage. The average Joe isn’t going to call and say, “Yes, I’d like a 10×10 to put my one bedroom apartment in because you have a really great location and fantastic security. Can you reserve that with my credit card?” These are all things your managers should be determining throughout the call.
    A good rule to follow when talking to prospective customers is to ask these questions:

    1. How soon do you need storage?
    2. What will you be storing, so I can find the best size for you?
    3. Are we a convenient location?
    4. (This one’s not a question, but it’s important)
    Let me tell you about our great security…

    Unfortunately not many asked if I needed help with storage. It’s always a good idea to ask every caller if they need help with storage. You may be able to find a few more rentals this way. And you’ll be providing better customer service. Hopefully when these managers hear their call they’ll see what may be done differently next time and when it’s the real thing they’ll be ready to get that rental.

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

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