Coupons can also be a great deal-clincher for enticing prospects who say they need to “check out a few more places before making a decision.” Say softly in a conspiratorial tone: “You know, I shouldn’t do this, but since you didn’t see our website offer, let me sneak you one of these coupons. Just forget where you found it, OK?” Often, a $50 discount breaks down that last nagging piece of doubt in their mind. Soon the customer will be signing on the dotted line.
Keep a few coupons in your car, pocket or purse and pass them along whenever the opportunity presents itself. You can even use them in lieu of a business card. Here are some other ways you can pass along coupons:
- Contact your local realtors and give them a supply to use as resources for their clients.
- Make sure the local chamber of commerce has a supply on hand for members and new businesses.
- Pass out coupons at local street fairs and farmers’ markets.
- Take coupons to every networking event you attend.
- Ask your local coffeehouse if you can leave some on the counter.
- Contractor supply houses are great places with bulletin boards. Most of the contractors stick with people they trust.
- Home-improvement stores are another great place to post coupons on bulletin boards.
- Get your coupons into the local Welcome Wagon-type packets.
- Contact the local school district and ask if you can drop off coupons for the office, parent-teacher organizations, clubs or sports organizations.
- Partner with any local business that meets your criteria and sees a lot of foot traffic. Their traffic and a supply of your coupons will generate more rentals.
Your ultimate goal is to create awareness so that when someone does need self-storage, they’ll turn to you, not your competition. The best thing you can hear is a competitor complaining he sees your coupons everywhere he goes. Once you’ve hit that level, you know your name is in the customer’s subconscious as well.
We can’t force people to rent at a time of our choosing, but we can make sure they know our name and remember it when a need for storage arises in their lives.
Gina Six Kudo is the general manager of Cochrane Road Self Storage in Morgan Hill, Calif. She has more than 15 years of self-storage experience and a strong customer-service and sales background. She can be reached at 408.782.8883; e-mail firstname.lastname@example.org, visit www.cochranestorage.com.