What About The Price Stall

There are many opinions out there in the self storage world dealing with the topic of stalling to give the price. In property management, some owners believe that it does not matter whether you give the price before or after you talk about the amenities. Some want to make sure they explain what you are getting for the price. Let us look at both sides of the picture.

The pro of stalling to give the price is that it helps you build value in your storage facility and allow the caller to see what they are getting for the price. It also allows you the opportunity build a relationship with the caller and helps you set up the reservation process. Stalling to give the price sets you up to explain how you are different from your competitors and shows that you are best place to store their belongings. In property management, the only cons of stalling that most can see is that if the caller is in a rush, they are getting impatient waiting to hear about the facility, etc. At that same time, they still should know what they are putting their money towards.

It is good to look at the other side of things as well in property management. With the employees on your staff, you have to ensure that everyone is on the same path or believes in what you are trying to accomplish. The pros of giving the price without going over the amenities are that the caller can know up front what the price is. They do not have to wait through a spiel of amenities when their whole focus is the price. To them it will not matter what you have to offer as long as the price is within their expectations. The cons to this method is that as soon as you give the price to them, they may end the call right there with out giving you the opportunity to discuss your amenities. Then when they shop around, they will only be checking the prices and not the features. To most customers, they would not know why different facilities offer different prices and could potentialy make the wrong storage decision.

Being in property management, you have to ensure that not only your building is being maintained but also you have to maintain the performance of your staff. With proper staffing and coaching, you can see your facility benefit. If you are not nourishing your employees and getting their opinions, your staff might not believe in your vision or you goals. Most owners want the customer to be able to see the storage facility for what it really worth. If you are allowing your people to just give out a price, you are selling yourself short. No one in property management wants to lose money due to their employees not following a plan that they laid out.

The decision whether or not to give the price immediately or stalling until you have given them your amenities, is up to you. Just know there are pros and cons to both ways, but stalling to give out the price has proven to rent more spaces. The caller can see the facility for what it truly has to offer. Customers should not choose where they place their belongings on price alone.

Source : Self Storage Marketing

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