Worst Thing To Do On A Sales Call

I have heard thousands and thousands of self storage mystery shops, and I keep hearing the same mistake over and over again. A large majority of self storage calls start the same way: "How much are your 10 X 10's?" (or whatever size they think they need). Answering this question immediately is the absolute worst thing you can do. If you answer this question as soon as it is asked, the customer will compare you to the other nearby facilities based solely on price.

Instead, the price should be almost the very last piece of information that you share with your potential customer. First, you want to ask a few questions about the kinds of things the caller would be storing. You may find that they actually need a 5 X 10 or a 5 X 15. Then you will definitely be the "best priced" to the customer, because you have quoted them a smaller size.

But if by chance they do, in fact, need the size for which they are asking, you would want to give them all of your facility features and benefits that set you apart from the rest. These can be security features (fenced lot, door alarms, security cameras), convenience features (24 hour access, drive up units, free moving truck) or quality features (climate control, immaculately clean, pest control). Once you have given them the reasons why you are the best, price does not mean near as much as it did at first. You have given them a completely different criteria from which to compare facilities. This way, you don't to the be the cheapest. You have to convince them you're the best.

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