Potential Customer, Come On Down!!!

When someone calls your storage facility, your ultimate goal is to get that potential customer to walk through your door. But how do you do it?

Good telephone salespeople know how to create a sense of urgency in the mind of the potential customer. But what are some ways to get that caller out of their chair and into your office? Here are just some of the ways that we have found to be most effective:

• If you've had other calls recently on the same size for which your caller is inquiring, you can create a sense of urgency to by letting the caller know about the demand that you've experienced. By saying, "I've had a TON of calls on that same size, and I only have a few left. Would you like to stop out today and secure a unit, so you are guaranteed one when you need it?"
• When vacancies are thin, tell the caller, especially when you only have 1 or 2 left of the size which they are inquiring. You could say something like, "We only have 1 left of that size, so you may want to reserve it over the phone with a credit card. I wouldn't want to run out and leave you without a unit when you need it. Would you like me to hold that last unit for you?" More times than not, they will jump on it.
• Use the word "Special". Your rates fluctuate with supply & demand (or at least they should), so if you are using a current rate lower than your highest posted price for that size......call it a "special". When you say, "Right now we are running a special on our 10 X 10's for $100," that indicates 2 things: #1) They are getting a great deal and #2) That special price is for a limited time, so you better act quickly. (Remember: The word "special" is a positive word. Stay away from the word "discount". It has a negative connotation.)
• Run something called a "Manager's Daily Special." This can be something that can be used if you need to fill some units fast. If at the end of the phone conersation, they seem unwilling to commit or you know they will be shopping around to your competitors, offer them the Manager's Daily Special. This could be any number of offers: a free lock, $20 off 1st month's rent, second month free (whatever you are willing to concede to get this sale). Then you make sure that the caller knows that this offer ends at the end of the business day. The goal is to get them to come down to your facility and rent today, but by doing this, you also stop them from shopping your competitors and potentially losing the sale.

A good salesperson will be able to create that sense of urgency in the potential customer that they will lose out if they do not act NOW.

© 2007 All Rights Reserved.