Money

• Price is usually the third or fourth reason for choosing a storage unit. It’s often the first thing out of a prospect’s mouth, when they ask you about storage, isn’t it? “How much is it?” does not mean what you thin it means. You likely live in an area of the country where many languages are spoken. You must assume that the self storage prospect speaks a foreign language. “ How much is a storage unit” actually translates into: “Please tell me why I should store with you?” Do not believe that it translates word for word into English. Here’s why people don’t rent from you: A lot of people talk to you about storage, but their needs change. They reconcile with their spouse; they don’t get divorced. The job falls through. Their kid actually does get his own apartment and moves out with his stuff. Their needs change, so they don’t really need storage anymore. Sometimes people look into storage while they weigh their options when dealing with a particular issues, project or circumstance. If you do not show them and help them realize that storage is a great solution for anyone and everyone and for every situation, they will often decide another course of action. Money is a factor in why they don’t choose storage. Some people do not have discretionary income available. Most people are spending more than they bring in as it is. Many people don’t know what storage costs. If someone is on a tight budget and $50 is too much for them to spend, then $80 is too much for them to spend. If your competitor is getting $80 for a unit and you’re getting $100 for a unit, and someone thinks storage costs $50, you both lose because the prospect won’t store with anybody. So if you want to get around people’s price sensitivity, you have to find out what they’re budgeting for storage, what they think storage is going to cost them, and then work within their limits. So price will be a reason why people decide, “Do you know what? I’m just going to put the stuff in the dumpster. I’ll have a yard sale. I’ll give it to Salvation Army.” Or maybe your facility was dirty the day they visited you. Maybe you got busy and forgot to sweep out the front walkway. Maybe you’ve been walking by the trash on the curb because you just walk by it every day and you don’t bother to look. Maybe your attitude was lousy that day. Maybe you had a fight with your kids before you sent them off to school that morning and you took that bad attitude to work with you. People are very perceptive. If they think your attitude is off, they don’t think, “Gosh, he might be having a bad day,” they think, “What did I do to annoy him? I’m dealing with somebody else,” and they’re gone. Right? Looking for Self Storage? Self StoragePlease also visit our Partner Blogs at Self Storage Blog and Total Quality Assurance Services

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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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