What do you do if potential clients in commercial real estate don't understand your value proposition?

1 Clarify Message

When clients don't grasp your value proposition, start by simplifying your message. Remove industry jargon and explain your services in straightforward terms. Focus on the benefits that directly impact the client, such as how your expertise can save them time and money or mitigate risks in their investments. Use analogies and stories to illustrate complex ideas, making them relatable and easier to understand. This way, you're not just listing services; you're painting a picture of the tangible outcomes they can expect.

2 Listen Actively

Active listening is vital in understanding why clients might miss the value you offer. Engage in conversations where you listen more than you speak, allowing clients to express their needs and concerns. This gives you insights into their priorities and the language they use to describe their challenges. By mirroring this language and addressing their specific issues, you can tailor your value proposition to resonate with what's most important to them, thereby bridging the gap in comprehension.

4 Showcase Success

Real-world examples can be powerful in demonstrating value. Share case studies or testimonials from past clients that highlight the positive outcomes of your services. Describe the challenges these clients faced and how your expertise helped them overcome these obstacles, leading to successful deals or profitable investments. Seeing concrete results can help potential clients visualize what you can do for them, making your value proposition more tangible and credible.

5 Personalize Approach

Every client is unique, so a one-size-fits-all approach won't always convey your value effectively. Personalize your communication by focusing on the specific needs and goals of each client. If a client is looking to expand their portfolio, discuss how your network and market knowledge can facilitate this. If they're new to commercial real estate, emphasize guidance and support. By aligning your value proposition with their individual circumstances, you make it relevant and compelling.

6 Follow Up

Persistence is key when clients don't immediately understand your value proposition. Follow up with additional information, answering any questions that arose during your discussions. Offer to meet again or provide further examples of how your services can benefit them. Sometimes, clients need time to process information or see how it fits within their own business strategies. Regular follow-ups keep the conversation going and show that you're committed to helping them succeed.

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?