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.
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
Maximizing Self-Storage Retail Sales: Presentation, Pricing and Service
When it comes to displaying a self-storage retail store, there are several important factors to consider including layout, quantities, signage and specials. Here are some tips that will attract customers’ attention and help facility operators maximize their retail sales. ...More
PhoneSmart Director Jordheim to Present Webinar, Seminar for Self-Storage Operators
Tron Jordheim, director of operations for PhoneSmart, a company that provides sales and support and staff training for self-storage operations nationwide, will present a webinar and seminar for self-storage operators in the months ahead. The first focuses on self-storage ...More
Inside Self-Storage World Expo to Present Marketing and Sales Double Feature at Fall Show
Two renowned industry experts will share their knowledge of self-storage marketing and sales at the Inside Self-Storage World Expo, Oct. 4-6, in a special back-to-back presentation on day two of the show. ...More
Self-Storage Talk Poll Asks, 'Would You Stay Open Late?'
It's 5:50 p.m., and the self-storage facility closes up for the day at 6. The manager is in the middle of plodding through the daily day's end tasks: bookkeeping, software syncing, walking the grounds, filing, etc. Then, the phone rings. ...More
SkilCheck Presents Free Self-Storage Webinar: Handling Customer Objections
Carol Krendl, owner and CEO of SkilCheck Services, will host a free webinar for self-storage operators on March 21, 11 a.m. PST, on how to handle customer objections during the sales process. ...More
Self-Storage Experts Say Marketing Without Sales-Savvy Managers Is 'a Waste'
In the eyes of several Self-Storage Talk contributors, even the most ingenious marketing plan is worthless without a good sales team–in other words, a sales-savvy facility manager. ...More