Principles of a Sales Pitch to a Commercial Property Tenant

When leasing commercial space from a tenant, there are a few good principles to follow in the space sales pitch and lease negotiation process. These principles apply to both offices and industrial premises.

At the start, remember that the inspection and the location concern the tenant and the premises; It has nothing to do with you. You are only the facilitator of the transaction. All comments and questions must relate to the tenant and their needs.

Delete your additional commission ideas and immediately complete another transaction. Start focusing on the tenant and the benefits they can get from the property. You should know the property and the location better than the tenant so you can do something with that knowledge.

Here are some ideas to bring to the inspection and negotiations:

1. How would the tenant and business operate from the new location?
2. What will ownership and leasing do for the tenant in their business?
3. What will be its impact on productivity in terms of cost and time?
4. What will staff do with more space and new premises?
5. How can layout design improve their business function for company staff and departments?
6. What are the possibilities of extending the premises to adjoining rentals?
7. Will the premises improve their customer access and service capacity?
8. Proximity to other businesses in the neighborhood can be beneficial
9. What image and prestige will the new premises give to tenants and their business?
10. Transport facilities and parking can provide better business functionality for the tenant.
11. Will the new premises facilitate storage, access to raw materials or ports?

All of these points will help the tenant look and see the benefits of the new property. When you add your local knowledge to the inspection and discussion process, the tenant will give you more ideas to pursue.

Another strategic factor to use in the tenant presentation process is how best to inspect the property. When the property was first listed, you should have worked out with the landlord how best to bring tenants into and around the property. This helps you with the interest factor and closing when it needs to be done.

The rental property inspection and sales pitch process is really easy when you think about it from the tenant’s perspective. Put yourself in their shoes, talk about places from their perspective; the negotiation of the lease will be much easier.