Analyzing Lead Generation Techniques

Think of yourself as a company—whether solo or with partners, you are a self-storage acquisition business, and therefore, lead generation is your lifeline. 

It's all about marketing: what tools, platforms, and techniques are you using? Successful companies thrive on effective marketing, and converting leads into deals. You need to track your efforts consistently over 30 to 60 days to evaluate what works and doesn’t.

Let's break down what's worked for us. For the last 3 to 4 years and currently, cold calling has been the star performer, resulting in over 80% of our closed deals. We've dabbled in direct mail, text, and email campaigns, but cold calling has consistently outperformed the rest.

We’ve examined our members' progress with virtual assistants (VAs) in cold calling. Every member who used a VA consistently for 12 months has locked in a deal. This demonstrates the effectiveness of sustained cold calling efforts and monitoring.

Here are some of our main observations and suggestions about lead gen, based on our analysis:

• Leveraging wholesalers, especially less experienced ones, can yield surprising deals. Engage directly, show your readiness to close, and build trust.

• Mailers, though expensive, can be effective. Get creative with postcards and letters to stand out from the rest.

• Build relationships with commercial brokers outside of the storage sector. Their local market knowledge can uncover valuable leads.

• Be consistent in making offers and use our offer range technique to keep negotiations open (Article on our offer range technique will be posted soon on our blog!).

Overall, consistency is key. Pick one or two strategies to start with, stay relentless, track progress consistently, and evaluate your data over a 12-month cycle. Remember, good deals often require persistence.  Avoid spreading yourself too thin—focus on what works best for your business!