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.

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