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.
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
Inside Self-Storage World Expo’s Premium Package Offers the Best Attendee Value
Industry professionals planning to attend the Inside Self-Storage World Expo, March 14-16, in Las Vegas, can save big on the show’s education offerings by purchasing the Premium Package, which includes access to 36 seminars as well as a choice of two specialty workshops. ...More
Self-Storage Call Center PhoneSmart Celebrates 10-Year Anniversary
PhoneSmart, a call center and offsite sales force serving the self-storage industry and other property-management fields, is celebrating its 10-year anniversary. ...More
December 3, 2010
Posted in News
Are You a Self-Storage Superstar?
Realistically, no one can be a superstar on the job every day. Still, it’s important that most days you are at your best. The December issue of ISS, our annual staffing, training and management issue, is here to help, with articles for both self-storage managers and owners. ...More
Ballard Presents Free Webinar on Converting Self-Storage Traffic, Calls and Walk-Ins to Renters
A free webinar titled “Converting Your Traffic, Calls and Walk-Ins into Move-Ins” will be provided for self-storage facility managers and owners on Nov. 10, 2 p.m. ET. Presented by M. Anne Ballard, president and founder of Universal Management Co., the online seminar will ...More
Top 10 Customer-Service Mistakes and How to Avoid Them
Many of the most common customer-service mistakes can be corrected or avoided with employee guidance, supervisor patience and a commitment to putting the customer first. ...More
Westport Properties Chooses XPS Solutions as its Call-Center Solutions Partner
Westport Properties has selected XPS Solutions, a provider of telephone sales and customer-service support to the self-storage industry, as its call-center business-solutions partner. ...More
Do Customers PREFER Your Business? Mystery Shopping Gauges Self-Storage Sales and Service Skills
Mystery shopping is an invaluable training tool operators can use to ensure their employees regularly excel at customer service. ...More
Motivating Self-Storage Managers Through Sales Training and Practice
Rather than relying on incentive programs to motivate managers, self-storage operators should implement ongoing sales training and practice to help managers build sales skills and enjoy greater success. ...More
Using Tracking and Management Technology in Self-Storage to Maximize Sales Leads
What happens once a self-storage prospect does reach out to the facility operator? Are those leads handled as aggressively as they should be? Looking at industry statistics, operators don’t appear to turn as many prospects into customers as they could. The valuable leads ...More