Ask Yourself This
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What is the operational result of creating the selling culture? There are three results in store for you:
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Renting to more people
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Keeping current renters longer
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And generating more revenue per customer
If you could rent to two or three more people a month than you do now, what is actually the added value to you? What do you think a rental at your property is worth, maybe $600 by the time they’ve moved in, bought insurance, boxes, and moved out again? Maybe at your property it’s closer to $1,000 or more? No matter what sort of a market you are in there’s a lot of money involved, isn’t there?
Now let me also ask you this: are you getting a significant amount of your new business from referrals? Do you think you’re getting up to 20 percent of your new business from referrals? Are you getting more than 20 percent? Let’s go with 20%. If that is the case, the added value of the new customer has even more impact; if you get five new ones, well, you’ve got an additional new one from a referral. So you are buying six customers for the price of five. That is one heck of a deal, don’t you think?
Written by Tron Jordheim, Director of the PhoneSmart Call Center.
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