When you hear the word ‘upselling’, it might provoke images of greedy salespeople trying to scam you into making unnecessary purchases. However, it can bring your Self Storage facility more revenue and improve your relationship with your customers.
What is upselling?
Upselling is a sales strategy used to sell customers a more expensive version of a product or to add extra features to their purchases. In Self Storage, upselling could involve offering a larger unit size or a longer period of stay, as well as offering additional purchases such as insurance, truck or removalist hire, as well merchandise, including boxes and other packing supplies.
Benefits of upselling
There can be several benefits to upselling in Self Storage:
- When you make more sales or more expensive sales, you increase the amount of profit your facility makes.
- Upselling to customers can better fulfil their needs.
- Better fulfilling their needs can improve your relationship with your customers.
- Having a good relationship with customers can improve customer loyalty, which can improve your profits in the long run.
Upselling to Self Storage customers
The most important thing you need to be aware of is your approachability. Upselling is all about customer service. When a customer walks in, you need to approach them and ask questions. Are they looking for short- or long-term storage? Do they need any standard or speciality boxes? What about other packing supplies, like packing tape or bubble wrap? You need to make sure you establish what each of your customer’s needs are. From there, you can work out not only how you can fulfil their needs, but how you can surpass them.
In order to do this, you need to know your products back to front. If you don’t fully understand exactly what you can sell, how do you expect to be able to promote your products to your customers? Ensuring you and your staff know the ins and outs of every product and service you have on offer is essential to successfully upselling in Self Storage.
Upselling with RapidStor
The move in stage is the perfect time to convince customers to buy some of the other merchandise you have on offer. With the RapidStor box shop, you can create packaging deals and promotions. You can also include merchandise packs containing multiple items, as well as set up the shipping and delivery options, including the ability to pick up purchases on site.