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The ISS Blog provides a series of insightful, industry-relevant posts to help readers keep abreast of the latest trends in the marketplace as well as premium content and educational offerings. Read the thoughts of the ISS content team and other industry experts on issues related to self-storage challenges, news, operation, development, marketing and much more.

Teri L. Lanza,
Vice President

Tony Jones,
Contributing Editor/Store Manager

Amy Campbell,

Nine Easy Steps to Increase Self-Storage Occupancy

By Amy Campbell Comments

Folks, here it comes: Leaseup. Are you prepared? What's your attitude toward new and existing customers? If you're doing your marketing correctly your phone number is plastered on your website, trucks, banners, signs, brochures and even on your forehead—in subliminal ways, of course.  Here are some simple steps to boost leaseup.  

Step 1: Make sure all your literature has your store's phone number.

Step 2: Stop having Web searchers land on a page that talks about how pretty your store is. Instead, direct Internet users to a page that allows them to reserve a unit and call you.

Step 3: Make sure your trucks have your phone number.

Step 4: Make sure your staff receives telephone spring training.

Step 5: When the prospect calls, ask questions and shut up! Get him talking about his needs.    Step 6: Build value in the person and in what he’s storing. Personalize the call. Call him by first name. Be friendly. Be customer-focused.

Step 7: Confirm the size of unit the caller needs, and date and time he’ll visit your store. Ask the customer for an e-mail and phone number.

Step 8: Consider employing a call center so you don’t miss another call.

Step 9: Audit, measure and monitor all these steps so you know where improvement is needed.

Turning prospects into tenants takes the right marketing, a good manager and a top-notch facility. Try these nine steps and your occupancy will improve.

Bob Vamvas is a partner with Self Storage 101, a full-service self-storage management solutions firm with offices in Alabama, California and Texas. Trained and certified in areas such as management consulting, process development, and sales development Bob has worked in both the private and public sectors.  He has extensive experience in performance management systems, operational excellence, sales and marketing, competency analysis, communication strategies, coaching and counseling.  


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