Allstorage: Converting INQUIRES into SALES

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Allstorage Converting INQUIRES into SALES
(Presentation takes about 3 minutes)

• Oct 2006

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WHY IS CONVERSION SO IMPORTANT?

• Each telephone or over-the-counter inquiry costs
  about 11 in advertising to get a customer to
  contact you and apparently only 30 are converted
  to sales AND people decide in the first 24 hours!
• As Self Storage is still relatively new, you need
  to explain the benefits and make customers feel
  comfortable using it.
• READ ENQUIRES SALE CONVERSION BEFORE WATCHING

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Hi, I just wanted to find out about the Storage
Sheds
Sure, just wait till I put you through to xx..
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, Kym here, you wanted to know about the
Allstorage facility Can I ask your name?What
were you looking to store?...(engage, be friendly
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 per
week and youll need to pay a refundable deposit
of 50. You will be able to 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 book a unit, complete the form
and return it with a cheque for 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??? Do some market
sourcing
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 Mention the facility name. Be
  enthusiastic, friendly engage customer 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.

• Market source Ask where they heard about us.

EXIT