Business Development!

Let’s imagine that you have already created your business and now your main aim is to develop and broaden it. Business development as well as development of any other process in the universe can have two directions: progress or regress. I believe that any smart businessman wants his business to develop in the way of progress, i.e. to have it broadened, consolidated and bringing more and more income. Well, business development in such direction is the task as difficult as its creation. However, if you believe in yourself and follow definite principles you can achieve the fact that your business will be developing in the way of progress.

First of all, you have to remember that business is a kind of marathon. If you want your business to develop quickly and effectively, you have to be ready to take the lead over competitors who have the same business sphere. Here, I’d like you to pay attention to the fact that business can’t be stable (i.e. it can’t stand still). It can either develop or die. If your business’s stopped, the competitors will outstrip you immediately. That’s why, developing your business you have to strive for the fact that your product is better, your goods or service are unique to some extend and the prices are affordable for your potential customers. As different changes in the market happen quite often, developing your business you need to be informed about all those processes and react as quickly as possible. In this case your business development can turn out to be successful and in short terms can bring you financial well-being

So, business development consists of two main components: 1. Goods and services production and 2. Their realization. Developing your business, you need to think of the “harmony” between these two components. One of the mistakes the beginners make is that they pay a lot of attention to product production and dismiss its realization. Such actions can lead you to the failure!

Furthermore, developing your business, you have to focus not only on your own skills and preferences but on the needs of your clients. It is also fair in case their needs go beyond earlier intended goods and services. To have your business developed in the most effective way, you should be ready to change it in such way that it could correspond to current requirements of your customers. There is no doubt it will lead to additional costs; however, as a result, such approach will turn out to be much more effective than trying to sell your customers a pup.

Next well-known mistake is that very often beginners tend to fulfill all the works themselves. On the first stage of business development it might be reasonable, but when your business has got some definite outlines, you as the owner of the business shouldn’t be busy with the routine. Your task is to distinguish that part of the process which supposes actions according to the pattern, which includes unimaginative work and employ somebody to complete this part.

Commercial Agents – Advertising and Marketing Strategies for Creating Property Campaigns

When you market commercial real estate, there is a tendency to copy advertising texts and formats from other properties you have been involved with. Whilst this can be helpful to get your creative juices flowing, the reality is that the every commercial and retail property is unique.

It is best to visit the subject property and spend some time on site prior to creating the advertising content and layout. Look at and around the property so you really know what the points of attraction really are.

So here are some tips that can be adopted as you prepare for the marketing campaign to sell or lease commercial real estate.

  1. Purchase any book that will help you with copywriting and words that sell. There are plenty of these books available; they give you the words that attract readership and the eye of the reader. A few well selected words placed into your otherwise bland and generic copy will lighten it up and help convert more enquiry. Remember that the property has to be exciting and interesting, and the advert needs to convey that message.
  2. Keep copies of other property adverts from competitive agents that were what you consider good and relevant to your market. The layout and the format will give you ideas for your creative copy.
  3. Ask the client why they bought the property and what are attracted them to it. It is likely that their reasons to purchase the property will now give you a few ideas and have some leverage in designing the advertising.
  4. Get some history of the property from the client or the local business archives. Any interesting history will give you leverage in the marketing process. If the property has an identity or a name, this should also be featured in the marketing copy.
  5. Each particular property should be branded to a theme. That theme should be appropriate for the target audience. All the words and the copy within the advert should be directed at the target audience. Put yourself in the position of the reader of the advert. If you can’t do this, get someone else in the office to read the advert for you and give you valid criticism.
  6. After you have drafted your advertising and marketing, send a copy to the client or meet with them to take them through the draft material. You can have two or three sizes of advertising copy to be used in the different media channels. You should also have an editorial that complements the advertising copy.
  7. Make it easy for people to get information about the property and contact you. When they make that contact, you will need to have some form of information brochure to send them. This should also be drafted by you and approved by the client.
  8. When you draft your advertising and marketing campaigns, it is best to do so in the morning when your mind is fresh and you are under no pressure. Take time in the process so the end result copy is of high quality.
  9. You will know the deadlines that apply to lodging advertisements and editorial. Make sure that you are working well ahead of time with your advertising drafts, so the appropriate discussions and decisions can be made with the client. It is not unusual for the marketing preparation process to take a full week before the campaign commences. Get the client to sign off on all your marketing material before it goes to press.

When it comes to marketing and advertising, understand what works in the local area and generates the most enquiry. These are the things that you should be doing more frequently as part of each listing promotion. Be careful with the vendor’s money and optimize the campaign for them. Just a simple reminder here that all vendor paid marketing funds should be receipted and in the bank prior to the campaign commencing. There is nothing more frustrating than trying to collect advertising money in an unsuccessful sale or lease situation.

When it comes to the commercial and retail property market today, it is absolutely essential to optimize your chances of enquiry and inspection from each and every advertisement placed. Keep track of your marketing campaign so you know what works.

Having a Spotter in Business Development

I recently watched Mark Wahlberg’s movie Shooter “again”. I really love this movie! In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he lost his spotter. He died in a maneuver that went wrong. This spotter was the sniper’s good friend and military comrade. So, he recruited actor Mike Pena as his new spotter.

The movie reminds me of business development. You know, in business development, you really should not go it alone. There should be a business development team. The team would be responsible for finding new business opportunities, pitching the company’s products and services to ideal prospects, attending pre-bid meetings, attending trade conferences, drafting bid proposals, and attending competitive interviews for short-listed vendors that have responded to solicitations for bids.

For any one deal you are going after, it would be neat to have a spotter. In business development, it would be neat to have a spotter to tell you what is out there with respect to business competitive intelligence.

The spotter was the sniper’s look out man and he would advise the sniper by calling out sayings such as:

You’ve gotta get out of there!
Incoming… 2 o’clock!
They’re right in front of you!
They’re all over the place!

Not to make light of military maneuvers, but it would be really cool to have folks looking out for you in a similar way in business development settings like government agency pre-bid meetings or competitive pitch interviews. Your spotters could tell you what the prospects’ staff and what your competition is up to. This is known as competitive intelligence. If you are in there alone, you may miss out on what others hear and see with respect to business and development and business competitive intelligence.

In the Mark Wahlberg movie Shooter, my favorite line in the movie is when an elderly, retired sniper says:

“The world ain’t what it seems. The minute you think you got it figured, you’re wrong!”.

This is precisely why it is extremely important to have a business development team. The more intelligence you can gather about who your competition is, what your competition is saying and doing, what your competition is likely to do, the better you’ll be able to figure things out. Even if you cannot afford to hire someone full time, consider paying a consultant to show up and give you feedback on what she is hearing and seeing.

By Clovia Hamilton, MBA JD – President

Lemongrass Consulting Inc.

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