Selling the Executive Suite
If you’re interested in starting a new executive suite, coworking facility or virtual office concept, don’t underestimate the need to be a salesperson, and craft a process around how to sell more effectively. Your prospective clients expect good communication during the sales process and your competition will win if you don’t do a great job of selling your executive suite.
Don’t open an executive suite unless you are prepared to sell.
It sounds a bit silly to say, but you’d be surprised by the number of executive suites who are poor at best at selling. We have made calls and sent emails to office space operators who do not respond. We know of many great office managers who are fantastic at customer service, great at administrative and operational duties, but can’t sell a thing.
Selling has to be the focus; there has to be a culture of sales. Hire a salesperson, then spend the time and/or money to train that person specifically for selling executive suites. Either you (as the owner) develop — or even better — have the salesperson develop sales processes, and disciplines around that process. And give them tools to succeed. A perfect example of this would be to have a 30 minute call back window on any office inquiries. There are a lot of excuses not to do this: too busy, out to lunch, away from the computer, away from the phone. This excuse is no longer valid. An iPhone or Blackberry can make this process work.
Why require a 30 minute call back? Because your competitors will do it. It will be too late if you respond 24 hours later. And even more importantly, your prospective clients expect it.
It’s also a great litmus test for your manager. A salesperson will embrace this process; a customer service person will not have the discipline because he will be too focused on other things to respond.
Try these resources for executive suite sales training, executive suite operations training or other executive suite consulting:
The Alliance Academy
Office Suite Strategies
Revved Results
ESDI
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