get the number

• Get More Phone Numbers The more leads you put in your lead management system, the more people you will rent to. I know we all want to close a rental immediately and move someone in today or tomorrow. But the timing isn’t right for every one when they call on the phone or come in to look around. Get as many names and phone numbers as you can, so you have people to follow-up with. You will rent to many of your follow-ups for a few reasons.

1. As people’s needs develop the timing of your follow-up call will coincide with the timing of the person’s storage needs. Some of your follow-ups will say, “I’m glad you called. I was just going to get the phone book to find your number again.” Just because someone won’t rent from you today, doesn’t mean they won’t rent from someone sometime. Wouldn’t you rather they rent from you?
2. The fact that you took the time and effort to follow-up will tell people that you are interested in doing business with them. That means a lot to buyers. Don’t you prefer to do business with people who want you to do business with them? How many follow-up calls have you received from companies you contacted recently? It is fairly unusual to get a good follow-up call when you are a prospective buyer. So you will make a good impression on that person.
3. Selling is a numbers game. If you are tracking your numbers, you can tell how many more rentals you would get if you got more phone numbers. If you rent to 80% percent of the people who give you a credit card to reserve a unit, it would stand to reason that you would want to get as many credit card reservations as possible. But not everyone has a credit card available to them and not everyone is ready to rent right away. There are many companies that are renting to 25 or 30% of people who do not make a credit card reservation. I don’t know what other sales or retail businesses you have had experience in, but a 25 to 30% conversion rate on leads is very respectable for any industry. If you are currently getting the names and numbers of 10 people a month who do not need to rent immediately and 2 or 3 of them end up renting, then you could rent to 2 or 3 more by getting 10 more names and numbers to follow-up on. Why wouldn’t you want more names and numbers? Sometimes it is tricky to get a name and a number from someone who doesn’t feel ready to make a commitment. Try saying these types off things. “Let me get your name and number so I can note that I offered you this special. In case it expires before you come down and rent, I’ll know I offered it to you, what is your name…?” “Availability changes daily. Let me get your name and number so that if the 55s start to run low I can call you so you won’t miss out on getting a unit from us, what is your first name…?” “I’m not sure who is moving out later this month. Let me have your name and number so I can notify you as soon as a 1020 opens up, what is your first name…?” “Let me just take a few notes since I talk to so many people every day, what is your first name…?” “I’ve got a great coupon I can send to you that you can use whenever you need us, what is your name and address…?” Don’t let the call or visit end when someone says to you, “That’s all I needed. Thanks, Bye.” That was not all you needed. Don’t let them get away without leaving contact information. You cannot dispute the rule of sales that says “More leads equals more sales.” So set yourself a goal of getting a name and number from every contact. Your bottom line will appreciate it.

Related Posts:

How do the calls flow at the call center?- What are the points?- Questions we ask our clients- Sorry, I don’t handle that- What do you know?- What does it take to use a call center?- The Rule of Thirds- Call centers and storage- FREE drawing from PhoneSmart for the Chicago SSA C- Who is on your team?

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.

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