Storage Units

7
Mar

Posted by admin

Just over ten years ago selling storage units did not take much effort. All it took was a property manager, a phone, and some available storage units. In the present however, selling storage units requires great sales skills. As the demand for self storage units grew strong, so did the competition. Now property managers need to know the rules of marketing and sales to run a successful storage business. The public has many more options for self storage than they ever had. And it is only going to get tougher because the self storage industry is still growing at a record pace.

In the old days, about ten years ago, property managers could just give a quote over the phone to close a sale. But with other storage units in the area, selling price over value could be bad for the storage business. The first thing a caller wants over the phone is price. Little do they know this is the last thing you want to give them. You must sell the storage units first. To avoid giving out the price, ask the caller some questions. For example, what will you be using to storage unit for? Let them know that you have many different sized storage units and are trying to narrow it down to the perfect fit. Then they will happily tell you. Next, boast about your self storage property. Let them know about all the things that are involved with storage. This is selling value. Most callers have no idea about the different possibilities offered with storage units, things like security features and climate control. Once they are impressed, offer the price.

But do not stop talking. Immediately ask them to reserve the storage unit. Tell the caller you can lock in on that price if they give you a credit card number to reserve the storage unit. Mention the availability of storage units is limited. This creates a sense of urgency and the caller will be more willing to commit.

Listen carefully because this information regarding the sale of storage units is very important. Many self storage companies offer customers incentives to rent storage units from them. Incentives are nice, but should only be used as a last resort. Offering a promotional item in the beginning is selling price over value. Again, that is a no no. After giving your sales presentation and the customer still is not convinced to rent storage units from you, tell them if they rent a storage unit from you now you can offer themâ€¦ Or if you already locked them in you can really make a good impression by offering them a bonus for just being a nice customer. Now you will have a storage customer for life.

Now that you are a well trained selling machine, it is time to pass on your sales knowledge to your staff. Obviously, you will not always be around to sell storage units. Someone else is going to take your place on your day off. A properly trained staff will help you rest easy on your day off knowing that they are selling storage units as good as you. And when you are on the job, letting your staff take over sales calls allows you to take care of your storage units and administrational responsibilities. Just always remember, sell value over price.

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