Kenny Pratt

Controlling the Conversation (another misnomer)

When people talk about controlling the conversation it sounds like bullying.  It conjures images of a bulldozer pushing everything out of its way or a steamroller flattening everything in its path. But its not. It’s more like taking a friend to a nice restaurant they’ve never been to before.  Your friend is hungry and you […]

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Are You Worthy?

About 6 weeks ago Poppy Behrens, the editor of the Ministorage Messenger, asked me to write an article about how self storage marketing professionals can use testimonials and reviews to help sell more self storage spaces. This got me to thinking.  If testimonials and reviews are a proven way to persuade people to buy what […]

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5 Self Storage Sales Changes You Should Make Today

Since you have limited time and resources, here are five big (but doable) improvements you can make right away that will help you convert more prospective customers into renters. 1. Stop assuming it is always about price It’s not.  Of course price is a big consideration for many buyers, but it is not always the […]

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Do You Make This Mistake When You Hire?

(I’m writing this with self storage owners and hiring managers in mind.) Many markets are too competitive for a strategy that relies on low cost labor that only follows directions and procedures in a manual. True Innovation True innovations are usually the result of first hand experience delivering the product and service, not ivory tower […]

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Don’t Let Potential Renters Turn Up Their Noses at Your Free Locks and Rental Trucks

You probably have things that you sometimes (or always) offer for free to people who are considering renting a self storage unit from you. The problem is that when you give stuff away for free, people value it less. It carries less impact. It’s taken for granted. So, when you offer the free lock don’t […]

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Self Storage Sales – Make a Better Invitation

Too many self storage managers are missing an opportunity when they invite prospective customers to “come see the unit”  or “come check out the facility”. Don’t get me wrong, inviting the prospect to do something is a good strategy.  I recommend that you make your first invitation an invitation to rent a storage space.  In […]

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