How can you persuade commercial tenants to sign your lease proposal?

1 Highlight your value proposition

The first step to persuade commercial tenants is to communicate clearly and compellingly why your property is the best fit for their needs and goals. Your value proposition should highlight the features and benefits of your space, such as location, size, amenities, design, accessibility, security, and flexibility. You should also emphasize how your property can help them save money, increase productivity, enhance their brand image, or reach their target audience. Use specific examples, testimonials, or case studies to back up your claims and show your credibility.

2 Address their pain points

The second step to persuade commercial tenants is to understand and address their pain points, or the problems or challenges they face in finding or occupying a commercial space. You should do some research on your target market and industry, and ask them open-ended questions to discover their pain points. For example, they might be concerned about the cost, duration, or terms of the lease, the maintenance or improvement of the space, the compliance with regulations or standards, or the impact of external factors such as the pandemic or the economy. You should then show how your lease proposal can solve or alleviate their pain points, by offering competitive pricing, flexible options, value-added services, or contingency plans.

3 Create a sense of urgency

The third step to persuade commercial tenants is to create a sense of urgency, or the feeling that they need to act fast or risk missing out on a great opportunity. You can create a sense of urgency by using scarcity tactics, such as indicating that your property is in high demand, that you have limited availability or time, or that you have other interested parties or offers. You can also use incentives, such as discounts, bonuses, or freebies, to entice them to sign sooner rather than later. However, you should avoid being too pushy or aggressive, as this might backfire and make them feel pressured or suspicious.

4 Build trust and rapport

The fourth step to persuade commercial tenants is to build trust and rapport, or the positive relationship and connection that makes them feel comfortable and confident in working with you. You can build trust and rapport by being professional, courteous, and respectful, by listening and responding to their questions and concerns, by providing honest and accurate information, and by following up and keeping in touch throughout the leasing process. You can also build trust and rapport by showing your personality, values, and culture, by sharing stories or anecdotes, by expressing appreciation and recognition, or by finding common ground or interests.

5 Use effective presentation techniques

The fifth step to persuade commercial tenants is to use effective presentation techniques, or the methods and tools that help you deliver your lease proposal in a clear, concise, and compelling way. You can use effective presentation techniques by using visuals, such as photos, videos, diagrams, or charts, to illustrate your value proposition and address their pain points. You can also use numbers, such as statistics, facts, or figures, to support your arguments and create a sense of urgency. You can also use stories, such as testimonials, case studies, or scenarios, to build trust and rapport and show the benefits of your lease proposal. You should also use simple and direct language, avoid jargon and technical terms, and tailor your message to your audience.

6 Ask for the commitment

The final step to persuade commercial tenants is to ask for the commitment, or the action that you want them to take after receiving your lease proposal. You should ask for the commitment confidently and clearly, by stating what you want them to do, how they can do it, and why they should do it. You should also anticipate and overcome any objections or concerns they might have, by providing evidence, examples, or guarantees. You should also follow up and confirm the commitment, by sending a summary, a reminder, or a thank you note, and by providing any additional information or assistance they might need.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?