Commercial Agents – 5 Keys to a Top Sales Pitch and Presentation

In commercial and retail real estate today, the clients that we help are looking for some real solutions with some unique and challenging property problems. The tough property market today requires top agents with high quality solutions.

Given that we are the commercial real estate specialists, we can provide those solutions that will shorten the client’s property pain and discomfort. Market yourself as the solutions specialist.

We know the market trends more than anyone else. We also have the ability to tap into the enquiry base from a broad base of other listings and recent property enquiries. The database that we have in our office today is a key component of attracting and winning listings. Use your database as leverage in the presentation process.

Competitive?

Just about every sales pitch and presentation that we do today will be competitive against a number of other agencies. The hour or so that we spend with the client will be the only time that we have to convince the client that we are the best agent in the local area to help them.

This then says that our sales pitch and the presentation has to be of high quality and extremely relevant. Top agents do this each and every time when chasing a listing to ensure that their property solution is the best available.

Here are five of the most important keys to wait top sales presentation with commercial and Retail Property.

  1. Inspect the property comprehensively beforehand. Take a significant number of photographs around the property that can be used as part of your presentation. A good strategy here is to let the digital photographs automatically scroll on your laptop as you talk about the property and your marketing solutions.
  2. Review all competing listings in the local area before the presentation. Understand how those properties are being marketed currently and what challenges they present to your new client with the new listing. The competing properties can be a source of real leverage when it comes to explaining your marketing solutions. Tell the client how their property is to be marketed in comparison to these other properties.
  3. Provide unique marketing strategies for every listing. The strategies should feed into your presentation. Provide examples of marketing solutions that have been successful in the past with the other properties. Include yourself as part of the solution process so the client can see that they should choose you as the agent to implement the program. When it comes to marketing listings today, specific marketing is far more successful than the all too commonly used generic approach. Real personal effort is required to market a property today.
  4. Tell stories of similar challenges in the local area. Stories are perhaps the most successful marketing tool that we have available. Clients tend to listen to stories and relate to the challenges much more effectively than a simple list of solutions and quotes detailed in your proposal.
  5. Show them a timeline as part of your presentation. This will show the client that you really do know how to move the marketing process ahead. The time line will also put them in the decision facility and the stages of the property solution. Every listing with its expected marketing and negotiation processes should have ten or so stages to move through.

Every sales pitch and presentation is an opportunity to be tapped. In a short period of time these five simple steps can position you more effectively for improved listing conversion. Develop the process and practice it regularly. 

Would You Aim for a Business Development Manager’s Role?

The presence of an efficient business development manager is crucial to a business’ existence. It is one of the key roles of this age, that every business seeks to fill in, hiring a strategic planner, who can grow with the company. Those employed as the business development managers look after his/her team’s collective effort, looks for potential clients in the market, defines the target audience, and if needed, even redefines the company’s objectives.

These are top-level executives, who remain I contact with the management. Their ultimate goal is to create new business opportunities and ensure the company’s long- term growth. The term ‘business development’ can be described as an amalgamation of strategic planning, sales and marketing. Those holding more than 5 years of experience in sales can also be considered for this position. Besides, many leading firms consider MBAs to be hired as business development managers. Most commonly, those hailing from sales are seen heading for these career options. However, business development has a lot more than just sales, but the sales professionals are found suitable to fit in these jobs.

Job Description

  • Defining target audience and looking for potential clients
  • Preparing strategies to pitch the products to clients
  • Marking team’s collective efforts and keeping a checking on the lead generation
  • Representing the organization in the corporate events
  • Preparing monthly reports and analyzing the same
  • Providing essential data to the management
  • Taking essential steps for corporate associations
  • Identifying new sales opportunities
  • Working in coordination with other departments such as sales & marketing

Key elements for a business development manager’s role

For every business development manager, the following elements are of great significance.

Business Acumen

A business development manager can explore job opportunities in numerous sectors, including FMCG (Fast Moving Consume Goods), IT (Information Technology), Finance, Manufacturing, Consulting, and others. In any of these sectors, an understanding of the industry and the business is needed for the professional to possess. It will not just help him conveniently take on the role, but will also take the right decisions with an understanding of the business.

Management & Research

He plans as well as manages to take the business the next level. A professional serving as business development manager has to lead the team and direct it to the right path. For this, leadership and management are of great essence. Besides, research too is a major element for these professionals. They need to research well about the market, the prevailing trends, the customer’s requirements, and so on.

Strategic Planning

The business development managers are also involved in planning the campaigns to target the potential clients. They may even look for marketing and sales related data for the same.

Customer Service

Another major element remains the customer service. They need to ensure whether the customer their team is dealing with, is entirely satisfied with the services. They also need to constantly check on a crucial deal that has not been closed.

The Other Essential Details

In the recent years, the need to hire these professionals has been realized by most of the brands. They can explore the job offers from varied sectors as per their preferences and knowledge. However, some of the leading organizations they can aim to work with include Infosys, Deloitte, KPMG, Ernst & Young, Wipro Technologies, Cognizant, and many others. Further, these professionals can expect to earn Rs 578,392 per year in India.

Commercial Agents – Strategies to Use in Listing Commercial Property Today

When it comes to listing commercial or retail property today, you need to be prepared and practiced in the finer art of pitching and presenting your services.

You will only have one opportunity to convert the client in a sales pitch; everything you say and do have to be orchestrated and relevant to the property type, the market, and the client’s needs.

Here are some specific strategies to use in the property listing presentation process.

  1. Make sure that you have comprehensively inspected the property beforehand. You need to know everything about the property and the location so that you can address any questions that the client may raise. It is a strategic advantage to undertake this inspection with the client a few days before the final sales pitch and listing presentation. You then have time to formulate your ideas and recommendations in a relevant way.
  2. There will be two or three specific concerns that the client has in marketing their property today. You need to find those concerns from your discussion with the client, and then deal with the answers through your sales pitch and presentation. The best way to do this is to incorporate a formal question and answer process in your property proposal document.
  3. The trends of the local property market are absolutely essential to the presentation that you make today. There is no doubt that the property market has changed significantly even in the last 12 months. The facts of that change should be conveyed to the client so they have no misconceptions regard their property and its promotion. You will need third party evidence to make this information relevant.
  4. Do not bind or indicate to your clients any specific results and dates. It may be that the property has a limited base of enquiry and target market. It could therefore be on the market for some months. Your listing presentation should reflect the fact that extended time on market maybe something that they should prepare for.
  5. In any property presentation it is evident that graphs and numbers more easily prove a point and attract attention. Merge these concepts into your otherwise written or verbal presentational material. Even though you may spend significant hours on a great proposal for the client, is well known that most clients to not read the document in any particular detail. You need to put photographs, figures, and graphs into your documents so that it attracts their interest and attention.

It is likely that the client has some preconceived ideas of price or rental. It is also likely that they have some preference regards the methods of sale or the methods of lease.

The client will usually choose the factors that do not really work in the local market today. They are seeking to avoid discomfort in the sale or lease process and want the best price or rental. Preparation and information are the only things that you can utilize to work through this challenge.

Through the entire presentation and listing process, make sure that the client understands that your principal and primary goal is to protect their interests and optimize their outcomes. They need to trust you with these two critical factors. If you can do that, you will be the agent of choice.

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