» Sales Techniques

Does your storage facility charge a little more than your competitors do? Do you offer better security, longer access hours, or more benefits than your competitors do? Most of the time a lower price does not mean better storage, in fact, you get what you pay for in storage. How are you justifying a higher price?
Here are some phrases that might help you:

Why pay __________ for a _______, when for a few dollars more, you could have ____?

We may cost more, but we are worth it. Why don’t you come by and see for yourself.

Self storage is not as expensive as you think.

You’re paying for quality self storage.

Isn’t it worth paying a little extra for ___________   (peace of mind, better security, etc)

There is no comparison of our site and down the road.

Don’t settle for second best.

No other self storage company comes close.

As a further convenience, we offer (bathrooms, office center, parking, etc)

Seeing our site will make you a believer! (Love this one)

Are some customers still going to have sticker shock? Sure! It is your job to make sure the customer knows all that goes into the price of a storage unit. Compiled with your excellent customer service and listening skills, this customer is a shoe in.

Written by Natalie Thomas, TQAS executive and business blog writer.

Thanks for reading our secret shopping blog. We offer sales training and quality assurance to the self storage industry.

PhoneSmart is your offsite sales force and call center in Columbia, Missouri.

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You get a customer who is looking for a 10×20 self storage unit and as you look into your system to see what you have available, you start to discuss their storage needs.  How soon they’ll need storage, if the location is good for them and how long they’ll need to rent the unit. Security features are discussed and so far everything is looking very good.  You have a good rapport built with the customer and as you pull up and see your availability, you notice that you don’t have any 10×20 units currently available for them. 

Don’t let that be the end of the conversation.  Many times the customer will be in a hurry to rush off to find a storage facility that has exactly what they’re looking for… a 10x 20 unit. Because they don’t have time to sit and chat.  They have a million things to do on their list.  In the self storage business, you have to make adjustments and explain to your customers how they can benefit from those minor adjustments that need to be made, in order to satisfy their needs. 

Okay, so you don’t have a 10×20.  You don’t even have a 10×15.  And of course they don’t want to pay more by getting a larger unit, so what do you do?  Offer the two smaller units to accommodate everything that they need to store.  Maybe you have two 10×10 units that would work.  Even if you have two 5×10’s and a 10×10.  At least make those options available to them before they even have a chance to head in the other direction.  In our Call Center you may can often hear us offering two smaller units to equal a lager size. Sales is all about options.  What is it that you can offer the customer? What if you don’t have what they need? Can you offer a special in order to make up for it? Offer options and let them decide which one works the best for them. 

Written by: Robin Turner, Call Center Manager

Thanks for reading our business blog. We put sales and self storage together for you.

PhoneSmart is your offsite sales force and call center in Columbia, Missouri.

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