Allstorage: Converting Allstorage: Converting INQUIRES into SALESINQUIRES into SALES

Oct 2006

(Presentation takes about 3 minutes)

Each telephone or over-the-counter inquiry costs about $11 in advertising to get a customer to contact you and apparently only 30% are converted to sales AND people decide in the first 24 hours!

As Self Storage is still relatively new, you need to explain the benefits and make customers feel comfortable using it.

READ “ENQUIRES & SALE CONVERSION BEFORE WATCHING

WHY IS CONVERSION WHY IS CONVERSION SO IMPORTANT?SO IMPORTANT?

Hi, I just wanted to find out about the Storage Sheds…

Welcome to xx Real Estate, how can I help you??

Sure, just wait till I put you through to xx.. [OR] there isn’t anyone in property at present, so leave me your number. [OR]..I can post you a brochure [OR] are you on the net?, then go to www.allstorage.com.au

Hi, Kym here, you wanted to know about the Allstorage facility – Can I ask your name?…What were you looking to store?...(engage, be friendly

Well, from what you’re saying, I think a 6 X 3 metre might suit– its about the size of a car garage. I can post [email] you a brochure and a sheet to help work it out there is a space calculator on www…; THE OFFER: it’ll cost $xx per week and you’ll need to pay a refundable deposit of $50. …You will be able to drive up to the door and load straight in [OR] well, you get your own keys, so you can come & go as you please..[ Listen , be a problem solver & mention the benefits.]

I’m not real sure how much space …[OR] I’ve got a three bedroom house blah, blah…

Yes, there is a full security fence, double locks, a part time handyman and security patrol, and you can fit a second padlock of your own – we’ve never had a problem. ….Why not come in get some keys, go over and have a look at the different sizes….

When were you looking to take one?? (Test how you are selling)

Sounds good…

…so tell what’s the security like at the sheds..

Click for Answer re Insurance..

Your house contents insurer should cover your goods as we are an accredited Self Storage Association member, but if you need separate cover, we offer Midlands Storage cover..it’s quite reasonable..

TO CLOSE: Look that’s fine, I’ve mentioned the different sizes, the security and access, so if you like to give me your address, I’ll pop a an agreement form & brochure in the mail [OR] email.

If you want to book a unit, complete the form and return it with a cheque for the refundable key deposit of $50.

Thanks, but I'm not sure yet, blah blah..

Its John Smith 37 Crestview Ave…………

Click for Answer re Discounts.

Please only offer discounts AS NECESSARY (i.e. to fill up vacant units)

To sell on price – if you pay for 12 months & get a month free…[OR] Glen Innes.. Etc.

Ok, John, thanks for the call I’ll look forward to hearing from you….and if you don’t mind …could I ask where you heard about us???

Do some market sourcing

Yeah sure, I got you out of the yellow pages/newspaper/word of mouth/saw your sign

Main PointsMain Points

Market source: Ask where they heard about us.

Greet well: Mention the facility name. Be enthusiastic, friendly; engage customer & find out their needs.

Understand concerns/objections & give reasons/solutions.

Make a clear offer: Sell the benefits – get “yes" responses. Get them committed: Ask them to come & inspect

Close the sale – offer to book a unit/post or email a brochure.

EXIT