In commercial real estate agency, testimonials are very powerful tools to use in a property presentation or sales pitch. The clients and prospects that we work with in commercial real estate like to know that we are the best choice of agent; that we have the relevance and experience to solve their property problem. Testimonials will help you do that.
The fact of the matter is that most clients do not like to be an ‘experiment’ in property marketing. They like to know that they have the best agents working for them with the best strategies to reduce their property pain. Your testimonials become the evidence to help convert the listing that you require.
So the real point of this process is to help you build future opportunity from happy clients and previously successful relationships. A top commercial real estate service and a satisfactory property outcome will usually produce the opportunity for a testimonial. It will also produce the opportunity for referral business.
Here are some ideas to help you work with testimonials in commercial real estate agency.
- You need to be seen as the expert of choice. Testimonials will help you do that. They become the proof that you require to help the client move towards a listing with you and or your agency.
- Make sure that you have a selection of testimonials that refer to your property specialty, and location. Local relevance is really important when it comes to this strategy. Make everything personal so that the client can connect with the right salesperson that has the skills to move things forward.
- After a satisfactory commercial property transaction with a positive outcome personally visit the client to seal the relationship successfully and ask for the testimonial. Also ask for the referral business that may be available with any of the other people that the client could know.
- When it comes to testimonials I prefer to see comments from clients that are specific to a particular person. The testimonials are therefore far more relevant to converting new business. The skills of the individual are therefore provable and evidenced in writing. Most clients will accept an individual over the agency when it comes to signing off on the listing.
It should be said that a testimonial strategy will support your sales pitch or presentation. For this reason, the other parts of the presentation need to be well handled and relevant to the client and the property. Show them the relevance and then give them the testimonial.
The testimonial will help close the deal providing you have given all the relevant information and strategies to the client that relate to the property market today. Top agents are experts when it comes to the presentation and the sales pitch. They use testimonials.