How Much Is It Worth?
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You never know what can make the difference in whether someone buys from you or not. So you have to be prepared to have all answers and as much knowledge as you can in order to cover all bases. Ask tons of questions and find out what’s really important to the customer. What may make the difference to one, may not matter to another at all. The same goes for the self storage and property management business.
I had an elderly gentleman call and inquire about self storage. His main concern wasn’t whether they had good security or even what the price on the would be per month. His main concern was if the store offered a senior citizen discount. I didn’t show any information regarding a senior citizen discount so I told him I would check on it for him.
In the meantime, I proceeded with the call. The unit was only $39.99 a month. I asked for the credit card reservation; however he wasn’t going for it. Not until he found out if they in fact offered a 5% senior citizen discount. To you and me $39.99 a month is a pretty good deal for storage no matter where you are. And a 5% discount would only save him $1.99 a month. To him, that $1.99 savings per month, was going to make the difference in whether he actually rented the self storage unit or not.
What do you have in place to ensure that your property doesn’t lose a customer like this over $23.88 a month for a total of $286.56 a year?
Written by Robin Turner, Call Center Manager
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