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.
Do You Have the ‘Wow’ Factor? Cultivating the Ultimate Self-Storage Experience
What makes your self-storage facility different than all the others? You can dazzle your potential customers with tales of how safe and secure your facility is, but there is one critical factor that will stand out above the rest. ...More
Self-Storage Sales Skills to Be Taught During ISS Vegas Expo 'Mini Clinic'
As self-storage operators continue to grapple with concessions and fight for every rental dollar, honing their sales skills has become paramount. Self-storage industry expert Brad North will show self-storage newcomers and seasoned operators how to close more sales in a ...More
Self-Storage Discounting: Factors to Consider Before Offering Concessions to Customers
The discounting of rental rates has become a surefire way for self-storage operators to gain market share. However, there are some concession practices that can hurt a self-storage operation in the long run. Here are some things operators should consider before offering ...More
Make a Positive Impact on Your Self-Storage Operation in 2012: ISS Expo Offers Training in Key Business Areas
Successful self-storage facilities are led by proactive leaders whose daily decisions positively impact their business. Sometimes these decisions are small, while others are game-changers. The Inside Self-Storage World Expo in Las Vegas, March 14-16, brings the best ...More
Sounds of Storage Podcast: Brad North Talks Retail Sales, 'Lead Gen' in Self-Storage
Industry expert and sales guru Brad North joined Self-Storage Talk Community Manager John Carlisle for the most recent Sounds of Storage podcast. Brad, president of Advantage Consulting & Management, is the second guest in the bi-weekly "Speaker Series," a platform for ...More
10 Tried-and-True Tips for Becoming a Master of Self-Storage Sales and Customer Service
Sales and customer-service success is often made more complicated and mystical than necessary. There really is no magic involved, but study and practice are essential. Use these 10 tips to help you perfect your self-storage sales and customer-service skills. ...More
Change Is Necessary. Self-Storage Operators Simply Need to Embrace It
What seems to separate self-storage companies at the top of the industry from the ones struggling is the ability to think outside the box and to continue to develop new ideas. ...More
Self-Storage Operators: What Did You Sell Today?
There’s an old saying that goes something like this: “Nothing happens until somebody sells something.” This applies to the self-storage industry as much as it does to any other business. You have to sell to get business. ...More
Phone-Sales Skills for Self-Storage: Tips for Facility Operators and 4 Questions to Ask Every Caller
When it comes to self-storage phone sales, getting the phone to ring at your facility is only half the battle. Knowing how to sell your services once you answer each call is the other and most important half. ...More
Buying Power: Does Your Self-Storage Cater to the Female Audience?
It’s often been said women account for 85 percent of all purchases. So the question is: Do your products and services cater to the bulk of the market share? Some self-storage operators have made sure they’re reaching this demographic. ...More