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.
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
Registration Opens for Inside Self-Storage World Expo, Washington, D.C.
Registration is officially open for the Inside Self-Storage World Expo in Washington, D.C., Oct. 5-8. ...More
Partnering With a Self-Storage Call Center
Teaming up with a professional call center can bring in more tenants and boost a self-storage facility’s revenue. ...More
An Open Letter: Self-Storage Real Estate in This Economy
Industry real estate veteran Michael McCune gives his unvarnished thoughts on today's real estate market and what he believes to be a self-storage owner's options when it comes to refinancing and selling. ...More
Sperry Van Ness/Commercial Realty Sold $41M in Investments in 2008
Sperry Van Ness/Commercial Realty, a Buffalo, N.Y.-based affiliate of Sperry Van Ness International Inc., announced that it sold more than $41 million in investment sales in 2008. ...More
March 24, 2009
Posted in News
Partnering With a Self-Storage Consultant or Management Company
In this economy, self-storage facility owners have to ask hard questions and make even harder decisions. Now could be the time to consider partnering with a self-storage consultant or management company to guide you. ...More
XPS Services Changes Name to XPS Solutions
In an effort to go beyond the basic offerings of traditional self-storage call-center services, XPS Services. Ltd. has changed its name to XPS Solutions Ltd. The company also unveiled a new identity and website, www.xpsusa.com. ...More
JanUS Door Hires Regional Sales Manager
Scotty Sundin was named Western regional sales manager, self-storage division for JanUS Door. Sundin has been in the self-storage industry for more than 12 years, managing accounts at LST Erectors and DBCi. ...More
Evaluating Your Self-Storage Finances
The current economic climate has slowed real estate transactions and caused declines in self-storage property values. Consulting a real estate expert specializing in self-storage will either set a self-storage owner’s mind at ease or help develop a plan to mitigate the ...More