Every lease counts for self-storage facility owners, so it’s important to know the ins and outs of converting leads. Many owners will treat lead conversion as an abstract concept that requires complicated steps across numerous platforms. There’s value in taking a deep dive into conversation tactics, but remember that your best shot at signing on a new tenant comes when they visit your office. Let’s discuss how to convert walk-ins with tips from Investment Real Estate.
1. Greet Leads With a Smile
Any customer who walks through your door deserves respect and kindness, so start with a smile and a handshake. Ask the lead for their name and remember it. Going out of your way to be friendly and make a personal connection is the first step toward building a positive relationship.
2. Highlight Your Difference Makers
Your potential customers have numerous options for self storage, so your in-house meeting is a chance to show them what sets you apart. Spend your time focusing on any unique offerings you may have that can give you a leg up on the competition.
3. Be Transparent About Rates
Customers want to know what they’ll get when they sign their lease, so provide brochures or other documents that state all fees and the perks that come with them. Honesty and transparency are essential for long-term success.
4. Create a Sense of Urgency
Walk-in leads will be more likely to sign on during a visit if they feel they’ll benefit from moving quickly. Owners can offer limited-time discounts or mention that units go fast. It’s also helpful to ask about the lead’s situation to gauge the immediacy of their self-storage needs and frame your approach accordingly.
5. Follow up After They Leave
Some walk-in leads will sign a lease on the spot, but many will want some time to reflect on your conversation. Keep your facility in their minds as they weigh their options by following up with a phone call, email or greeting card.
6. Implement Other Tactics
Now that you’ve controlled what you can at the office, you can take other steps to convert leads. One useful aspect to consider is your building’s curb appeal. Is your presentation helping or hurting your chances at bringing in tenants? Another way to garner and convert walk-in traffic is to build an effective website that streamlines the conversion process or bolster your digital marketing strategy to spread awareness of your facility.
Contact IRE for More Tips
IRE is here to help self-storage investors maintain consistent revenue streams. Contact us online to discuss property management services and more lead conversion strategies.