A sales pitch in commercial real estate can be a challenging process especially when you are up against other agents competing for the same property when the market is saturated with listings or agents. You do not know what the competitors are doing or saying and how they will pitch for the listing.
The best way to do a commercial real estate presentation is to start from a base of information about the clients need as you see it, and then ask questions to get their opinion on key issues. In this way you have their attention and you can show them that you really do know what they need or what the market can do for them.
Here are some other ideas to feed into your sales pitch:
- Questions create momentum in your presentation. For this reason it pays to consider and prepare for the right questions that will have real relevance to the presentation. You could include in those questions what the client has done with the property over recent time and what their intentions may be to move ahead with it now. Ask them about their biggest challenge now in moving the property, and what they see as the best outcome. From this information you can open up the discussion about the local market and current levels of enquiry.
- Local market knowledge will give you confidence to move through challenges that may be presented to you by the client. In most cases the client will not know much about the current market and the results that have been coming out of it.
- Understand the customer and their current property problem. Let them see that you relate to their concerns and show them how you will move matters forward. Your pitch is not really about you and your skills; it is about them and their property pain. Identify the pain and then provide the relief with real strategy.
- Hone your critical skills and practice them regularly. If you have any weaknesses, deal with them in role play and personal improvement. Sometimes your greatest weakness as a salesperson is the only thing that is holding you back from a great leap forward in your business and market share.
- Do not close or negotiate too early in the pitch process. Far too many sales people do this. It sends the wrong message to the client. Desperation does not do well in a sales presentation today.
- Use the right resources and have them available at your fingertips. There is nothing worse that pitching for a listing and not having all of the right tools to take you forward.
Follow up all presentations professionally and efficiently. Some clients will not make a choice on agent for a few days. Make sure they see your professionalism in winning and losing a presentation. Brand yourself as the best agent in a professional way.