Once you’re consistently sourcing your leads and rentals, an easy calculation will give you the cost per lead and rental for each type of marketing. For example, take the number of leads or rentals generated by your website and divide that into your monthly website costs. Do the same for your Yellow Pages ads, direct mail, referrals, etc. It’s important to calculate the cost for leads and rentals separately, as you may find some marketing channels produce a lot of leads but few actual sales.
One owner assembled a spreadsheet of his facility’s 2010 marketing efforts, including dollar amounts and the number of rentals generated by each campaign. He was convinced that Yellow Pages, which had generated 120 rentals during the year, had been the most effective, while direct mail, which had generated only 35 rentals, had not been effective enough to consider using again.
The facility’s average rental was worth just over $2,200. As it turned out, the average cost of each Yellow Pages rental was $1,000, while the average cost of each direct-mail rental was only $200. Armed with this information, the owner able to make smart decisions and create a more effective marketing plan for 2011.
A referral program can provide one of the best possible returns on your marketing dollar, so consider it carefully when building your 2012 budget and allot an appropriate amount. It really doesn’t make sense to offer a meager $25 referral bonus when your average rental is worth more than $1,000 and you spend a great deal more on other leads and rentals. Of all the marketing efforts, a referral program is the only one that only costs you money if it works!
I know one self-storage owner who cancelled his referral program because it was “costing too much money,” but it was working. He would have done better to spend more on his referral program instead.
After much urging, another self-storage operator in central Florida upped his $25 referral fee to $100 and has seen a dramatic increase in rentals. While he has to pay for Yellow Pages and Internet marketing regardless of whether these efforts work, he only pays a referral fee when someone actually rents a space. How cool is that?
Also, if you want your referral program to be effective, pay the referring person in cash or check. Programs that offer a credit on a customer’s storage account or a discount on future storage are never as successful.
Know Where Tenants Live
Another piece of information you need to make smart marketing decisions is where your current tenants live. Your management software should be able to produce a marketing report or map that shows you, by ZIP code, the areas that contain your highest concentration of customers. Your marketing efforts should focus aggressively on those regions. Don’t try to make a primary market out of one that hasn’t emerged as one organically—you will be disappointed with the results.
So, are you going to prepare your 2012 marketing plan with actual data or by the seat of your pants? Make better use of those precious marketing dollars and use your management-software reports to make more informed and cost-effective decisions. Your business depends on it.
Bob Copper is partner in charge at Self Storage 101, an industry consulting firm that assists facility owner/operators and managers in developing more effective and profitable operational systems. It also aids in conducting performance reviews and providing the necessary tools to perform at higher levels in a competitive industry. To reach him, call 866.269.1311; e-mail firstname.lastname@example.org.