Sales is a critical component of self-storage occupancy and revenue and, therefore, success. Self-storage operators and managers must learn to become effective salespeople, clearly explaining their facilities’ features and benefits to the customer, building value into the self-storage offering, responding to customer objections, and successfully closing the sale. Sales techniques are unique to the venue where the operator interacts with the prospect, whether it be on the phone, in person, online or via e-mail. In all cases, the self-storage operator or manager should be courteous, professional and helpful when dealing with tenants and prospective customers. Sales opportunities present themselves when dealing with new customers but also existing tenants and referrals. Specialized sales skills are valuable as they pertain to add-on products and services such as retail merchandise.
Equity Based Services Sales Up 13 Percent From a Year Ago
Equity Based Services (EBS), which operates 63 self-storage locations in 11 states, reports sales are up 13 percent from a year ago. ...More
Being the Customer's Ultimate Self-Storage Solution (By Being Other Things First)
Good customer service is important for the success of any self-storage business, but in the current economic climate, it’s even more critical. There are several things a self-storage operator must “be” to help the consumer decide if the facility is the solution he is ...More
Pre-Registration Rates End Friday for the ISS Expo in D.C.
The discount pre-registration rates for the Inside Self-Storage World Expo in Washington, D.C., expire on Oct. 2. ...More
Self-Storage Retail: Become a Merchandise-Selling, Cash-Extracting Expert
Once a self-storage manager has a hard-earned customer, he should generate as much revenue from that relationship as possible. Here’s a simple and repeatable process self-storage managers can use to turn themselves into merchandise-selling, cash-extracting experts. ...More
Self-Storage Real Estate Challenges: Pricing, Debt and the Market
The problems self-storage owners and investors are facing today fall into three general categories: facility pricing, old debt/new debt, and the real estate market. ...More
OpenTech Assembles Self-Storage Call-Center Staff
OpenTech Alliance Inc. of Phoenix recently hired Cynthia Abraham to manage its new INSOMNIAC Live! self-storage call center, which opened on Aug. 1. ...More
INSOMNIAC Live! Self-Storage Call Center
OpenTech Alliance Inc. opened its new INSOMNIAC Live! self-storage call center in Phoenix on Aug. 1. ...More
ISS Expo: Providing the Knowledge You Need to Succeed in Self-Storage
During Oct. 5-8, the Inside Self-Storage World Expo will provide four full days of seminars, workshops, product/service exhibits, and networking opportunities. The ISS Education Package is not only extremely affordable, it gives you access to 27 classes, taught by the ...More
Get in Great Economic Shape at the ISS Expo!
The Inside Self-Storage World Expo hits the East Coast this fall with a powerful educational program that puts your business needs first. The Washington, D.C., event not only provides 27 educational seminars and five premier networking events, it offers four intensive ...More
Litton Presents Sales and Marketing Boot Camp at ISS Expo
Tom Litton, president of Litton Property Management and a renowned self-storage authority, will present a five-hour intensive workshop on self-storage marketing as part of the Inside Self-Storage World Expo in Washington, D.C. ...More