Self Storage Sales

In the self storage business it’s relatively easy to make self storage sales because consumers come to facilities looking to have a need met. They already know they need storage space, however, they may not know any specifics about the services available. Sales can be closed with good customer service and a thorough knowledge of all possible services.

Customer Service:

• If the storage facility is in close proximity to others, make sure all pricing is comparable. If looking to close sales, be willing to negotiate pricing, or price match local competitors. This will level the playing field.
• When customers come in to inspect the facility, winning customer service will definitely help close the sale.
• Make sure ALL staff is courteous and respectful to customers. If they’re not respectful during the initial inspection, customers are sure to figure that courtesy will be lacking at all times.
• Know the ins and outs of the facility. If a customer takes the time to come visit a facility, the possibility exists that he/she is prepared to close the sale if everything is satisfactory. There’s nothing worse than having to wait for someone to get back to you with answers to your questions when you’re ready to cross an item off the to-do list. It's even worse if they have to make a second trip to the facility to sign/deliver paperwork.

Services:

• If the storage facility has special features that competitors are lacking, make sure the customer is aware of this. This information alone could close the sale if they’ve done their homework and can recognize the value of the offer.
• If the facility provides packing and moving, these services could be quite useful to busy professionals, older customers, and/or military families. If packing materials are available for do-it-yourselfers, be sure to share this information as well.
• While most customers will already have their own insurance, be sure to mention insurance if it’s available. Also make sure customers are aware of any exclusion to policies.
• Security is always a plus. Any measures used to protect the contents of the units are sure to be a big hit with prospective renters. If special locks are sold, be sure to mention this fact as well.
• Just like insects make their way into homes, pests are sure to find a way into a storage unit. Pest/insect control is another extra that most customers will not pass up.

Truth be told, self storage sales almost make themselves. Be sure to use good customer service and inform the customer of all of the selling points to becoming a self storage renter.