The Five Agreements

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Getting an agreement from a potential customer in five important areas is the basis of every storage rental call.  These agreements are essential for three reasons.  First, it shows the caller that you are a professional and you know what is important in storage.  (I live on the property, so I take care of it and watch it just like you would your own backyard.)   Second, if at the end of the call the customer says they are not interested in renting you can go back over the Five Agreements and determine what is holding them up.  (You did say we are very convenient to your dad’s house, right?)  And third, it gets the customer in the habit of saying yes.  (You will be coming in Saturday to rent this unit, correct?).
The Five Agreements are:

1. Convenience.  Location has been found to be the number one reason for a person’s choice in a storage facility.  (A competitor may be half the price, but if someone has to drive an extra ten miles then it is a waste of both precious time and expensive gasoline.)  Therefore convenience should always be the first factor in which you get an agreement. 

2. Timeframe.  It is vital to know early in the call when the customer will need a space.  If he needs to park his car next winter it is still very important to sell the store.  Making a good impression now will insure that he will remember you and rent from your facility in the future.  On the other hand, if a college student needs to be out of her dorm by tomorrow, then she needs to commit to renting a unit right now.

3. Security.  Customers are funny about security.  Some are very concerned about it because they are storing all of their worldly possessions.  Others say they do not care because they are storing their ex-wife’s clothing.  Either way, it is important to discuss the features/benefits so the client knows what all is included in the price of storage. 

4. Size.  It is important to help a new renter get an idea as to what size bin they will need.  A small unit will mean two completely different things to two different people.  It is a great idea to help a caller visualize a unit by comparing it to the size of something they are familiar with.  (A 10×10 is the size of an average bedroom, or a 5×5 will hold about thirty standard file boxes.) And always assure the customer you will show them the different sizes when they come to the property.

5. Price.  It might seem like price would be the most important factor when a person is considering a storage facility, but in reality it ranks rather low on the list.  But always be certain to remind the caller that your location is convenient, you can assist them now, your security is first-rate, and the size they need is available today.

Happy Renting!

Written by: Ann Sheehan

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.