Price Stalling, Yes or No

There are many opinions out there in the self-storage world dealing with the topic of stalling to give the price. Some managers believe that it does not matter whether you give the price before or after you talk about the amenities. Some want to make sure they explain what you are getting for the price. Let us look at both sides of the picture.

The pros of stalling to give the price, helps you build a value in your storage facility and allow the caller to see what they are getting for the price. It also allows you the opportunity build a relationship with the caller and helps you set up the reservation process. Stalling to give the price sets you up to explain how you are different from your competitors and shows that you are best place to store their belongings. The only cons of stalling I can see is that if the caller is in a rush, they are getting impatient waiting to hear about the facility, etc. At that same time, the still should know what they are putting their money towards.  

The pros of giving the price without going over the amenities are that the caller can know up front what the price is. They do not have to wait through a spiel of amenities when their whole focus is the price. To them it will not matter what you have to offer as long as the price is within their expectations. The cons to this method is that as soon as you give the self storage quote to them, they may end the call right there with out giving you the opportunity to discuss your amenities. Then when they shop around, they will only be checking the prices not the features. To most customers, they would not know why different facilities offer different prices and could potential make the wrong storage decision.

The decision whether or not to give the price immediately or stalling until you have given them your amenities, is up to you. Just know there are pros and cons to both ways, but stalling to give out the price has proven to rent more spaces. Customers should not choose where they place their belongings on price alone.

Joel Little, Experienced Manager

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