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  1. #1
    Brad North is offline Member
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    Default How do you sell self-storage?

    Can you improve occupancy and profits through a more effective sales program?
    I will be speaking at the upcoming World Expo in Washington DC and need more feedback on what you would like to hear. The title of my presentation is Super Sales: Converting Prospects, Creating Leads and Making More Money in Self-Storage. What would you like to learn from this presentation?? What is working for you and what areas of your sales program would you like to improve upon?
    StoragePro

  2. #2
    Autodoc's Avatar
    Autodoc is offline Mod eMeritus
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    Default

    I would like to learn the answer to the same question I've been asking for a while now -

    - how to convert those phone calls that are only looking for price without giving away the farm.

    We have tried everything - we talk till we are blue in the face about all the benefits of our place over the others. We push our security, our friendliness, our professionalism, easy payment plans, etc ...

    Still all they want to hear is price and why can't you beat the $1 move in.
    Wayne
    Jamestown, ND


    All arguments can be resolved ... with high explosives and Humor!!!

  3. #3
    alley50 is offline Banned
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    Quote Originally Posted by Autodoc View Post
    I would like to learn the answer to the same question I've been asking for a while now -

    - how to convert those phone calls that are only looking for price without giving away the farm.

    We have tried everything - we talk till we are blue in the face about all the benefits of our place over the others. We push our security, our friendliness, our professionalism, easy payment plans, etc ...

    Still all they want to hear is price and why can't you beat the $1 move in.
    We have the one dollar move in ones all around us and the orange door company across the road.

    It may not be for every location the same Autodoc and not work for yours but we are beating it ALL THE TIME and have giving the answer many times how we do this.

    JUST TRY TO BE DIFFERENT AND HAVE DIFFERENT ITEMS<POLICIES<ETC.ETC> THAN THEY HAVE IN PLACE OR USE.

  4. #4
    alley50 is offline Banned
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    Default Ps :

    I will try to explain it again more concrete.

    Some of our differences compare to our next door competitors are:



    1) state to art surveillance with latest tech. and more cam's

    2) Special locks

    3) individual alarms for every unit

    4) pro rate in but ALSO OUT with 10 day's notice given

    5) guaranteed no rent increase for 6 month

    6) trolley's available

    7) free cold water supply

    8) managers on site

    9) 24/7 attendance of police at the facility

    10) renting here means serving the community



    Just a few 10 items to mention what makes us different.

    Maybe not for you or others but it makes us definitely different to all others we have around us here in Dallas,Texas.as not many can offer the same things.



    I can not talk for California but here in Texas people are willing to listen if you explain that price and cheap is not always the best thing to do.

    After that explanation they visit others,compare what they really get for there money and than they decide. Our occupancy proves that this works.

    If they don' want to listen than people may have a different attitude from state to state as I can not explain it otherwise.
    Last edited by alley50; 7th July 2009 at 01:27 PM. Reason: spelling

  5. #5
    Autodoc's Avatar
    Autodoc is offline Mod eMeritus
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    Default

    Somehow I knew alley50 was going to chime in on this -

    As you stated it's different from place to place - what works for you wont work for everyone, no matter how many times you brag about it.

    This is why I responded to the original poster to get their feedback on this subject.
    Wayne
    Jamestown, ND


    All arguments can be resolved ... with high explosives and Humor!!!

  6. #6
    Lisa T's Avatar
    Lisa T is offline Senior Member
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    Default

    Autodoc, you are ALWAYS going to get some prospects who are looking at price only. And there's not much you are going to be able to do to attract them, unless you are in fact the lowest priced around.

    And in some cases, they truly can't afford anything but the lowest-priced place in town, and sometimes not even that....no matter how grungy the lowest-priced place may be.

    Then again, I send 2 or 3 prospects a month to the lowest-priced guy...because I don't want them here...you know what I mean...the guy and gal spend 15 minutes screaming and cursing each other in the parking lot before they come in the door, you have to tell the guy to put on a shirt and/or shoes...one or both of them is visibly "under the influence", they spent the entire morning scraping together the $1.00 for the first month rent, and there are roaches crawling across the furniture they have stacked up in the bed of their truck.

    Sell your facility and what makes it superior onthe phone, try to get them in for a visit, educate them about what to look out for when they do visit a storage facility (cleanliness, pest control, security, etc)...and just accept the fact that there are some tenants that you may not be able to convince that there is more to storage than the first month for a $1.00 (plus admin fee, required insurance, and cylinder lock that must be purchased and can never be used again elsewhere!) Also accept the fact that there are some tenants that YOU would prefer to be at some other facility.

  7. #7
    alley50 is offline Banned
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    Default

    Quote Originally Posted by Autodoc View Post
    Somehow I knew alley50 was going to chime in on this -

    As you stated it's different from place to place - what works for you wont work for everyone, no matter how many times you brag about it.

    This is why I responded to the original poster to get their feedback on this subject.
    I gave 10 points and a big one to the original poster as this is how we sell our place.
    I did not BRAG about myself but STATED ,as you said, it is different from place to place.
    What means it may not work for every one.
    Last edited by alley50; 7th July 2009 at 08:58 PM. Reason: adding

  8. #8
    Autodoc's Avatar
    Autodoc is offline Mod eMeritus
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    Default

    Thanks for the input LisaT -- I keep trying, but around here most are just looking for the cheapest. Maybe I don't really want "those" people.

    Lately it seems a good day is when we have no move outs!

    A great day is when we have more move ins then move outs!!!

    The great days are getting fewer and fewer!!

    We just keep plugging away praying it will turn around soon.
    Wayne
    Jamestown, ND


    All arguments can be resolved ... with high explosives and Humor!!!

 

 
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