Thanks for checking back for the second step on how to convert self storage leads into rentals.  Last week we talked about the first step to converting these leads into rentals which was answering your phone and being ready to help your self storage customers’.

This week we will focus on understanding your customers’ requirements.  Many of the storage customers that walk in your door have not used self storage before.  As the self storage professional you want to make sure to ask questions in an effort to meet your prospective customers’ needs.  Here are some examples of questions to ask. “Have you used storage before?”, “what size unit do you need?”, “when where you needing storage?” By asking questions like these you will have a better feel for the customers needs.

Being the “expert” is very important.  Many customers think they know what size unit they need.  Do they really need a 10×20 or could they fit their belongings into something smaller?  Do they need a climate controlled storage unit or simply a standard storage unit?  Make sure to explain what each size storage unit can hold and what items need a climate control storage unit when being stored.  There are many different self storage estimators that you can use.  Below is an example.

 Make sure you check back next week for the third step in our series on Keys to Converting Leads to Rentals – being patient.