Thanks for checking back for the fourth step on how to convert self storage leads into rentals.  Last week we talked about the third step to converting these leads into rentals which was being patient.

This weeks topic is ask for the business, don’t just “quote and hope”.  Asking the customer for their business is the hardest part of the whole sales process.  Most people are not comfortable asking for business.  The customer won’t rent a storage unit if you don’t ask.  When talking to the customer, create a sense of urgency.  Here are some examples we use in our reservation center.   “I’m not sure how many units we will have by next week”, “Our units are selling fast”, and “specials tend to change often”.  These simple phrases can help motivate the potential client to rent immediately.

As we have discussed in previous blogs most of your clientele are going through a life changing event, so make the process seem effortless for the customer. Here are few phrases we use in our reservation center.  “We’ll take care of everything”, “a small amount of paperwork and you’re moving in”.  Make sure you are always reassuring the customer that you are the best option for self storage.

Practicing your techniques will help increase your rentals.  The more practice you have, the more comfortable you will be asking for their business.

Make sure you check back next week for the fifth step in our series on Keys to Converting Leads to Rentals – Securing the deal.