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.
Crazy Tuesday Is Coming! Is Your Self-Storage Facility Prepared?
The day after Memorial Day has been dubbed “Crazy Tuesday” in the self-storage industry. Here are some things self-storage operators can do to get ready. ...More
Call Potential: Cloud-Based Program Helps Self-Storage Operators Increase Their Call Conversion
Call Potential, a new cloud-based program from self-storage owner Phil Murphy, helps facility operators increase their call-conversion rate through unique features. ...More
What's Your Sales and Customer-Service Style? Share and Learn on Self-Storage Talk
Good customer service starts with simply being nice and respectful. But let's face it: Self-storage is a retail sales business, too; and in addition to just providing customers with service, managers are also the front-line representatives for an operation. They usually ...More
Self-Storage Call Centers: Weighing the Pros and Cons of In-House Vs. External
Self-storage owners and managers who believe they should open their own in-house call center need to think about several facets of running one on a daily basis. ...More
The Technology Behind a Self-Storage Call Center: Innovation, New Services, Efficency and Value
Call centers are widely used in numerous industries, from airlines to computer tech support. In the self-storage business, call centers are used to ensure incoming calls are never missed, giving facility operators the opportunity to close more sales. Advancements in ...More
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