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.
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
Self-Storage Report Card: Evaluating 2014 in Preparation for the New Year
If you’re a self-storage owner or manager, it’s vital to the success of the business year ahead that you spend a few minutes looking over your shoulder at the results of 2014. Here are some key points you should measure. ...More
Converting Walk-Ins to Rentals: Sales Tactics to Close More Self-Storage Foot Traffic
Walk-in prospects can produce significant leads for a self-storage facility. Follow this advice to refine your sales approach and convert these potential customers into renters. ...More
Free and Easy Rentals: Following Up With Your Existing Self-Storage Prospects
Self-storage operation requires a focus on customer service, but you can never forget it’s a sales job. Learn how to close more rentals by following up with the prospects you already have. ...More
5 Building Blocks to Quickly Increase Self-Storage Rentals
Increasing customer conversions doesn’t have to be complicated. Guest blogger Magen Smith offers five building blocks self-storage managers can use to sharpen their sales acumen, boost marketing and customer-service effectiveness, increase efficiency and, ultimately, ...More