Allstorage: Converting INQUIRES into SALES

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

• Feb 2007

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WHY IS CONVERSION SO IMPORTANT?

• 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.

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Knowing your market

• 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 dont know there is a storage
  facility in their area!

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Hi, I just wanted to find out about the Storage
Sheds
Sure, just wait till I put you through to Cindy.
OR there isnt 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
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Hi, Zoe, you wanted to know about the Allstorage
facility What were you looking to
store?...(engage -build rapport why do they
need storage?)
Im not real sure how much space OR Ive got a
three bedroom house blah, blah
Well, from what youre 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 itll cost xx p w
and youll 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.
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Sounds good
so tell whats the security like at the sheds..
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
weve 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)
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..its
quite reasonable..
Click for Answer re Insurance..
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Thanks, but I'm not sure yet, blah blah..

TO CLOSE Look thats fine, Ive mentioned the
different sizes, the security and access, so if
you like to give me your address, Ill pop a an
agreement form brochure in the mail OR email.
If you want to RESERVE a unit, our POLICY is to
complete the agreement and pay the refundable
key deposit of 50.
Its John Smith 37 Crestview Ave
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 freeOR Glen
Innes.. Etc.
Click for Answer re Discounts.
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Ok, John, thanks for the call Ill look forward
to hearing from you.and if you dont 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
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Main Points

• 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
  email a brochure.

• TEST YOUR SELLING SKILLS Click Selling Skills
  on Line and do the Mystery Shopper test

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• Thanks for watching thanks to our models!

EXIT