It must be nerve racking to know that your presentation could actually mean the difference between a rental or not. Wow, the pressure. Of course, you are well trained, the pressure cannot shake a confident self storage specialist. Unfortunately, for some that is not true. For other, those seasoned veterans, selling someone one renting with them is no big deal. So what do you do in order to get the caller to come down and rent from you? There are many different techniques out there.

When the phone rings and you are on stage, what is the first thing that you say? Usually, with a warm smile, thank the caller for calling your facility. That is the easy part. Anyone can memorize where they work. What is said after the greeting is important. So you thank the caller for calling you and asking the caller how you can help them, then what? One great thing that some self storage managers do is that they ask for the name of the caller after the caller states their request. By asking for their name, you are trying to build that friendly relationship with the customer. Most people will do anything for their friends and some managers attempt to be that smart rental friend. From there, there are many variations of presentations.

While you are holding the phone and listing to the caller what is going through your mind? Are you thinking about just giving out the price so you can get off of the phone, when are you off of work or are you thinking what will it take to get this caller to rent from my facility? That latter is the thought that should be running through your head while on the phone with the caller. Some people call just to get the price while some are looking for a great value in their renting of self storage. You have to understand what their needs are and how you can take care of those needs. The call if you really truly think about it can be as simple as riding a bike. You ask the caller what size they are looking for when they need it and do they know where the facility is located. After you get those answers, you sell your facility and then go over any information regarding costs that they need to know. Here is the hard part for most people. The next thing you should really do is invite them down to your facility. That is it. Sometimes it is just that simple to get the caller to your facility.

In self storage, you do not have to over complicate things. When the phone rings you are on stage for your facility but you need to focus on what the caller wants. Satisfy their needs, ask for the sale, invite them down and take their money. When the phone rings, you should be confident in what you have to offer. Believe in your product and it will shine through in your presentation.

Property Managers

Tennessee RV Storage

Olathe Storage

January 2006 Secret Shopping Blog Archive

Automobile Storage

Self Storage Article Directory – Self Storage Vendors

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The business customers you will be working with are other business owners. You will be able to hire others to perform the actual shopping for you since you will be the boss. A mystery shopping business can easily be done from home with your own set hours. The initial investment is small to start this type of business and the profit is unlimited since as the owner, you are not limited by your location. Using the online sources, phones and faxes, the business owner is able to serve clients around the world. One booming industry for mystery shopping is the self storage business.

The owner of a mystery shopping business will be required to contract with businesses to do evaluations of the employees on site. They will need to determine where the client can improve upon his customer service. In this case, they should have basic questionnaires made up of the different types of clients they will be servicing.

However, starting something like a mystery shopping company for the self storage business may only require you to use a telephone.

There are really only a few steps to start a secret shopping service for the self storage business. They include the following:

The first thing to do is contact a small local self storage business by sending out letters, calling or meeting them in person. This is the initial announcement of your services telling them about your services, your professionalism and how you will be able to help them discover what is needed in their customer service.
 
The next thing will be a follow up phone call a few days later. Use this opportunity to stress the benefits of your service and to get an appointment.

The third thing is to offer a risk free first shop. You will provide a report for the owner to review. The next thing is to perform the shopping, write the review and submit it to the self storage business owner quickly.

Soon after, call the self storage business owner, set up a shopping contract and begin performing the new shopping according to the terms of your contract. Be sure to ask the client if you can use them as a referral for future clients. As your business grows, you can hire others as independent contractors to do the shopping for you while you concentrate on marketing and running your business.

It is recommended that anyone thinking of operating their own mystery shopping business, they get some experience as a paid shopper first. Having first hand knowledge of the field is an asset when hiring others to do the shopping or when approaching prospective clients.

Networking with other business owners is critical for getting clients for your mystery shopping business. Join and attend the local Chamber of Commerce. Pass out business cards to potential clients. 

It is a good idea to focus on a particular niche when first starting out. Specializing in restaurants, hotels or gift and retail stores as a starting point is recommended. You can gradually expand by providing quality service to your clients.

If you have a desire to be your own boss, to cut out the middleman and to have fun in a rewarding business, consider starting your own mystery shopping business.

Self Storage

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Columbia Storage

January 2007 Secret Shopping Blog Archive

Climate Controlled Storage Revisited

Self Storage Article Directory – Climate Controlled Storage

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Others will go for a soft sale by giving all of the information needed and then offering the sale at the end of the call. And if the customer isn’t interested in committing, they will let them go, hoping that the caller will call back again for that self storage rate.  If you want to be at the top of the hill and watch your sales increase, you need to have the confidence it takes to turn it around, by continuing to ask for the sale throughout the call, or what we like to call; assuming the sale.

Ask for agreements throughout your call and you’ll have a better idea of where the customer stands.  When you do this, you can better gauge the end of the call, but more importantly it allows you to overcome any of their concerns immediately.  This way you will not have to worry about it at the end of the call.  And remember to not just listen to what the caller is saying, but also to how they are saying it and what they are saying.

Written by Robin Turner, Call Center Manager

Thanks for reading our self storage blog, a blog about the self storage industry.

Storage available at 7332 Tolbert Rd, Nashville, TN 37209

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94607 Climate Controlled Storage

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The point of the above paragraph is to tell you that we have real world, successful day to day knowledge to pass on to you. My PhoneSmart commercial is over.

Written by Tron Jordheim, Director of PhoneSmart.

Thanks for visiting our self storage blog, a blog that explores the self storage industry and other storage industries like, boat storage and wine storage.

Storage available at 50 Wallabout Ave, Brooklyn, NY 11211

33027 Self Storage

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Many people rattle their phone number off without giving the area code but it is a good idea to ask for the area code when you are asking for a  phone number.  In many places the cellular phone numbers are different area codes than that of the local area.  Confirmation of the area code will help the manager get an accurate number for follow up.

It is important to repeat the numbers of the caller with the area code.  Accuracy is important when trying to follow up with the caller and to ensure the best results of reservations. This is easily done by completing a simple task such as repeating back the number that was given by the caller.  Please do not assume the area code but take the time to verify the area code to ensure the best call back number for a follow up call. 

Written by Angela Perry, PhoneSmart sales rep and business blog writer.

We have storage, 12901 Culver Blvd, Los Angeles-Marina, CA 90066

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Self Storage Owner — Where Self Storage Owners meet Self Storage Customers.

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Asking a question is valuable. Although you purposely ask each question to lead the customer down a desired path, the customer feels as if they’re in control and in the end they’ll believe your product is what they want.

I became pretty good at my job selling vacuums and was even the top-saleswoman for a while. I decided the lifestyle wasn’t for me and moved on to retail. Now I’ve worked in the self storage industry for nearly 4 years.

Many people don’t automatically view the self storage industry as a sales orientated one. In fact, it took me a few months to be convinced that it was necessary to sell storage. In my position, I must put value on the services we offer. The best way to do that is to get to know what our clients want, what they need, and how they want to get that (and how much they’re willing to spend). Asking questions and giving my clients choices is the best way to lead them to the path of an end product. And, the more questions I ask, the better I can give them exactly what they want.

Written by Sarah Little, TQA Executive and Blog Editor

Thank you for reading our self storage blog and inside view of the self storage industry.

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

So, what are your thoughts? If you’d like to speak up about self storage, email your 200-400 word entry for consideration to Sarah Little.

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

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I think the answer is that our seasoned sales pros, many of whom have been with us  three or four years or more are just getting better all the time at building value in the self storage properties they talk about and in helping callers make a decision. I also see our new reps and our trainees becoming much better much faster than ever. This is due to the experience and expertise of our training and mentoring staff.

Some people think that running a reservation center, especially a self storage reservation center, does not require sales reps with high levels of skill. Some reservation centers keep their wages low and use only entry level people and low skill people. The results show that the higher the skill level, the higher the success ratios. When every rental inquiry could mean a $50 to $250 a month renter who might stay 6 months to six years, every call is worth a small fortune. Why would you let unskilled phone reps go anywhere near those calls?

Our training and mentoring staff at PhoneSmart is second to none. Out sales reps, even our rookies, are some of the best anywhere. I wish we were a baseball team, because we would be World Series bound! But lucky enough for our clients, we are not a baseball team, we are a team of experts who create profit from more self storage phone calls than ever.

Written by Tron Jordheim, PhoneSmart Director

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

Rent a self storage unit at 8401 Contee Rd, Laurel, MD 20708

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Yesterday, I was selling an older couple some appliances for their kitchen. They were talking with another one of my associates and then some how I was introduced into the conversation. After our introduction, I knew their names and could start using that to build rapport with them and talk to them as if I have known them for some time. 

They ended up spending a lot of money with me because they said that no one has ever talked them as I had, as they were looking to buy something. Everyone else they had talked to that day did not take the time to ask them for their names or even ask questions to find out what their needs are. I was elated.

What is in a name? A relationship. Now, when that customer comes back in, I know them by name and I can welcome them back in to my store. The same thing goes for self storage. Start the conversation with a name and start talking to them as if you know them. Try it and see how comfortable customers/callers get with you and how it affects your business financially.

Written by: Joel Little

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

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Self storage is conveniently located at 1310 South Enterprise, Olathe, KS 66061

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

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Written by: Sam April, PhoneSmart’s creative genius.

This short comic parodies asking two important questions to your self storage customers, “Is this a convenient location?” and “Can I help you find the best unit size?”. These two questions allow you to determine most of the caller’s needs and begin building rapport with the customer and ultimately closing the sale.

Stay tuned for more from Sam…

Thanks for reading PhoneSmart’s self storage blog. We can help you sell storage.

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

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Operator: Hello and thank you for calling Ninja Storage Inc. Co. LLC. My name is none of your business and how can I help you with Ninja Storage.
Ninja: Yes, I spoke with you a few moments ago, although I was forced to karate chop my phone, anyways I will be needing that storage unit as soon as I am done killing all my enemies, which was actually 10 seconds ago. I’m just that fast…because I’m a ninja.
Operator: Excellent, I also want to make sure that you are unfamiliar with our secret location.
Ninja: Oh sure, I could never find something that secret *giggle*. (Of course I know where it is, I can find anything, I’m a ninja.)
Operator: Very good, the next piece of information I must obtain is regarding the size of the storage unit.
Ninja: I will need a very large storage, I have 20 swords, 100 throwing stars, 53 sets of numchucks, 6 staffs, everything else will be in boxes or is just small, spikey, sharp objects, and shards of broken glass.
Operator:  Excellent, I have a 10×30, I will protect it for you from other ninjas; give me your credit card number quick.
Ninja: I will bring a briefcase with cash it in when I arrive. But I warn you, the briefcase might not have any money it, there will either be a snake or some poison darts that shoot out.
Operator: NOOOOO! You must reserve now, I will include a complimentary egg roll.
Ninja: Deal. Everyone knows that a ninja’s only true weakness is a free egg roll.

Written by: Sam April, PhoneSmart’s most creative imagination.

This short comic is an example of how to ask some good qualifying questions and overcome a caller’s concerns in order to close the sale.

Stay tuned for more stories from Sam.

Thanks for reading PhoneSmart’s self storage blog. Straight from the minds in our self storage call center to you.

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

Reserve a self storage unit today at 363 Huguenot St, New Rochelle, NY 10801

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

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Selling storage is a lot like playing baseball. If you’re having trouble closing a sale and you love America’s past time, perhaps this will help. Also if you’re Canadian and not a Blue Jays fan, don’t worry a hockey tutorial is on the way. Closing a sale is a lot like getting home; it’s every batter’s (storage seller’s) goal. So if someone called you or came into the store, congratulations you’ve been called up to bat. You’re going to face all kinds of pitchers (customers). Some pitchers will just choke and throw you a change-up right down the middle. Those are the easy customers, you’ll just crush a homerun off of them, but hey, this is self storage and these are the big leagues. A lot of times you’ll get a CY Young pitcher, basically this means you’re going to have to bring out the big bats (specials). These pitchers will throw some heat, not even expecting you to get a foul tip, but if you can offer a competitive swing (price, amenities, and size), you’ll definitely be able to drive the ball to the opposite field (a convenient location). Just make sure that you watch out for any gold-glove people you might hear in the background, if they get on the phone, you’re out and the next batter (another storage company) is up. However, getting to first base isn’t everything; in fact, it’s just the beginning, that’s why they call it first base.

Once you’re on first base, you’ve got to get yourself into scoring position (a site tour). When you’re in scoring position, you’re just staring down the line and you can see the plate. This is just like being on the lot and being able to look at that beautiful storage unit. All you have to do once you’re in scoring position is waiting for one of your competitors to hit a pop fly to right field, and as soon as they’re out you’re good to take home. Get that credit card, make a reservation, and go chew some tobacco back in the dugout with your other teammates (the other storage sellers who just came up from the minors…what a bunch of amateurs).

By the way, stealing home plate in baseball is legal and fun to watch if the catcher gets kicked in the face. But stealing a credit card is illegal, and this analogy doesn’t work well in that sense.

Written by Sam April, PhoneSmart call center bilingual representative and sports nut.—(Heavy emphasis on nut!)

Thank you for visiting our business blog an insider view of the self storage industry.

We are PhoneSmart, your off site sales force call center in Columbia, Missouri.

Find self storage at 11333 Owings Mills Blvd, Owings Mills, MD 21117.

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

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