What is cross-selling in the Self Storage industry?

Cross-selling aims to target additional, related, or complementary items to consumers at their point of purchase. Cross-selling is best explained with an example from the fast-food industry we’re all aware of; when you go through the MacDonald’s drive-thru and once you’ve said your order, they ask you if you’d like a cheeseburger for $1. That offer to sell you an additional item, a cheeseburger, is cross-selling.

What’s the difference between cross-selling and upselling?

Upselling is another sales tactic used to increase company profits and help fulfil customer needs; however, it differs slightly from cross-selling. There’s one key point of difference. Cross-selling promotes additional products from similar categories, while upselling encourages the consumer to purchase higher-end versions of a product or to pay for the extra features and upgrades available.

Using the MacDonald’s example again:

• If you order a regular Big Mac meal and you’re offered to upsize to a large Big Mac meal, the sales staff are using the upselling technique.
• If you order a regular Big Mac meal and you’re offered an apple pie or soft serve, the sales staff are using the cross-selling technique.

How can you use cross-selling in Self Storage?

Cross-selling can be an effective sales strategy for Self Storage facilities, as it focuses on giving something extra to customers who’ve already committed to renting a unit. Cross-selling needs to be implemented in a natural way to ensure the customer feels as though you’re trying to fulfil their needs rather than force more sales on them unnecessarily. Cross-selling is a great way to highlight the excellent customer service skills of your staff, as well as to exhibit the depth of your facility’s offerings.

For example, cross-selling in Self Storage might look like this:

• A customer books a 3m by 3m Self Storage unit online.
• Once they’ve locked in their unit size, you ask them if they need some boxes and point them towards your Box Shop. They decide to buy a few boxes.
• Now you ask them if they need any packing supplies, and they decide to buy some bubble wrap and packing tape.
• The customer checks out, and you’ve successfully cross-sold three additional items. This not only increases your profits, but also means you’ve fulfilled more of your customer’s needs.

Use RapidStor to cross-sell to customers online

With RapidStor, cross-selling to your customers is made a lot easier. RapidStor allows your customers to book their storage units online. The best time to cross-sell to your customers is at the initial point of purchase, when they’re already willing to spend money. RapidStor can integrate your Box Shop on your website. You can list available merchandise in the Box Shop and offer your storers the ability to pick up their purchases or arrange delivery. If you’d like to learn more about the benefits of RapidStor, contact us today!