Everything is different right now because of what has been happening around the coronavirus, and with this in mind, this now requires you to approach your clients and prospects in a completely different manner. Simply calling them on the phone and launching right into asking them whether or not they want to sell their property, or asking them whether they have any commercial real estate needs at this time, may be considered as being inappropriate, because it completely ignores the 800-pound gorilla in the room, and that gorilla is definitely impacting everyone.
With this in mind, I’ve been telling my coaching clients to take a different approach on their prospecting calls now…one that involves checking in with their clients and prospects to see how they’re doing around all of this, and to show the clients and prospects that they really care about them. Because in my opinion, creating this kind of genuine bond between both you and your clients and prospects can really help to sow the seeds of them then wanting to work with you down the road…when they’re ready.
Putting this together, I’ve recently come across an article that I believe addresses this in a solid manner, and I’m going to share this article with you. The article was originally written for attorneys and law firms, and it’s titled, “How to Appropriately Market Yourself and Your Firm During a Global Crisis”. In addition, you can read the article right here, on the commercial real estate news website GlobeSt.com.
If you’re not already receiving the free commercial real estate E-news blasts from GlobeSt.com, you should really consider signing up for them. They have both national news feeds and local ones for the major commercial real estate markets, and this is a great way to keep informed on important trends that your clients and prospects will definitely want to know about.
If you’re not already a subscriber to their free E-newsletter list, you might not be able to see the article that I’ve given you the link to above, but once you sign up for their list, you should then be able to read the article.
But if for some reason you still can’t see the article on the GlobeSt.com site, here is the link to the article on another website.