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.
3 Mile Domination Quick: Understanding Your Customers’ Lifelong Value
In this "Quick Hit" video segment from 3 Mile Domination, Jim Ross talks why it’s critical operators truly understanding the value a customer brings to a storage business. He stresses why it's important operators understand their occupancy numbers, and shows how to ...More
Listen, Learn, Offer Solutions: Tried and True Sales Tips for Self-Storage Operators
Self-storage operators who listen to customers, learn their needs and then offer the appropriate solutions will fare well in the competitive industry landscape. Follow these tips to become a stronger salesperson. ...More
Act Like You Care and Sell Like You Mean It: Engage and Capture Self-Storage Customers
All too often, self-storage operators don’t engage potential customers, either on the phone or when they walk through the door. Follow this advice to capture your prospects and get them to rent a unit from you every time. ...More
Listen, Learn, Offer: Tried and True Sales Tips for Self-Storage Operators
Self-storage operators who listen to the customers, learn their needs, then offer solutions will fare better. Follow these tried and true sales tips to become a better salesperson. ...More
September 17, 2015
Posted in Blogs
A Guide to Self-Storage Revenue Management: Renting Units, Managing Prospects and Raising Rates
There are three key components to successful self-storage revenue management: renting units for what they’re worth on each and every sale, managing prospects and their needs, and raising rental rates. This article looks at all three, providing detailed strategies for ...More
5 Steps to Insourcing Your Self-Storage Call Center: New Technology Creates Opportunity
Today’s new technologies have made it easier for self-storage operators to establish their own in-house call center. Learn how to set one up for your operation and save money doing it. ...More
3 Components of Successful Self-Storage Sales: Leads, Skills and Follow-Up
Renting units is a self-storage manager’s most important function. This article discusses the three components of successful sales: a solid funnel for leads, great skills and quality follow-up. ...More
Are You Making These 6 Mistakes in Running Your Self-Storage Facility?
The basics of running a self-storage facility might sound easy. Dig a little deeper, however, and there are many bumps that can come up in the road. Self-storage industry experts share six common mistakes facility operators should avoid. ...More
Self-Storage Education DVDs for 2015 Expo Now Available for Pre-Order in ISS Store
The education DVDs that will be recorded during the Inside Self-Storage World Expo in Las Vegas, April 6-9, are now available for pre-order in the ISS Store, an e-commerce website providing research and education products for industry professionals. Customers can choose ...More
Are You Offending Your Self-Storage Prospects Without Realizing It?
What a self-storage manager chooses to call a prospect before the person’s name is learned or any kind of rapport is developed can create mutual trust and respect or, perhaps, alienation. It may seem innocuous, but the honorifics we choose to apply to complete ...More