Allstorage: Converting INQUIRES into SALES Feb 2007 (Presentation covers Conversion, the Sales Pitch, Building Rapport, Making an Offer, Closing the Sale, links 4 you to test your skills)

A phone or over-the-counter inquiry equates to $11 in advertising with only 30% being converted to sales. Because Self Storage is still relatively new, convince them they need storage! Read “ENQUIRES & SALE CONVERSION NOTES” before watching. WHY IS CONVERSION SO IMPORTANT?

62% of potential customers start enquires 1 month before they need storage! 40% of customers use the first facility they contact! 20% of customers are repeat users! 38% of people don’t know there is a storage facility in their area! Knowing your market

Hi, I just wanted to find out about the Storage Sheds… Welcome to Harcourts Real Estate, how can I help you?? Sure, just wait till I put you through to Cindy. [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

Hi, Zoe, you wanted to know about the Allstorage facility – …What were you looking to store?...(engage -build rapport : why do they need storage?) 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 [ ] you a brochure and a sheet to help work it out there is a space calculator on www…; THE OFFER: it’ll cost $xx p w and you’ll need to pay a refundable deposit of $50. …You can 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] . If you want to RESERVE a unit, our POLICY is to complete the agreement and pay 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??? Yeah sure, I got you out of the yellow pages/newspaper/word of mouth/saw your sign

Main Points TEST YOUR SELLING SKILLS: Click “Selling Skills on Line and do the Mystery Shopper test” Greet well: Be enthusiastic, friendly; ENGAGE customer, build RAPPORT & TRUST and 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 a brochure.

Thanks for watching & thanks to our models! EXIT