Crack the Code: Winning Clients for Your FM Business

Unlocking the Power of Irresistible Offers That Make Landlords Say 'YES!'

Author

Abdul Basit
March 10, 2024

Hey there! 👋 

You'd be such an amazing human if you:

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I will certainly not mince my words - acquiring new clients is no child's play.

Landlords are a tough nut to crack. Six out of ten proposals or tenders that you submit seal the deal, while the remaining four proposals go down the drain.

In my experience, the main reason for this is often the landlord's lack of knowledge.

Assets such as AC units and machinery require regular servicing to remain healthy and provide years of service. The ROI on significant machinery typically spans 10-15 years.

Let's consider an example of a 15-floor tower.

The total rent of the tower is 7 million, with a total expenditure on maintenance of 1.2 million. The remaining approximately 5 million multiplied by 15 years (ROI of machinery) equals 90 million.

By employing a professional FM company to take care of their assets, the landlord is making a decent profit. It's a win-win situation.

Taking care of assets ensures they provide great service for years to come, thereby increasing profit.

Now, let's look at this example from another angle - where the landlord thinks short-term and opts not to hire an FM company, instead getting repair work done by contractors. I'll leave it to your imagination to envision the state of the machinery and its overall lifespan.

I've encountered a premium client who owned two commercial towers. Initially, they didn't have many clients, so they kept the chillers closed.

Two years later, when they started getting clients and the building was in full swing, they tried to provide the best service to the tenants.

But were the chillers ready to serve? No prize for guessing - they were reluctant to give their best possible service, having been at rest for two years, thereby reducing their overall lifespan. Not to mention, each chiller costs a few million.

Most landlords don't think ahead. The secret sauce to selling to them is to:

  • Put yourself in their shoes.

  • Sell them the future.

  • Make them feel as if you're giving them money (in terms of profit) instead of taking it from them.

  • Show them a business/financial model rather than a Profit/Loss statement like a CA.

  • Make them an offer they find stupid to say NO to.

How do you make such offers, you ask? Well, my friend, talk in terms of things your prospects believe will elevate their status, and you'll have them drooling.

Identify their dream outcome, list their problems, and provide solutions to those problems.

How to stay ahead of your competitors?

It's all about responsibility, accountability, business continuity, and emergency response.

By assuring the landlord of the above equation and staying true to your word, I'm sure you'll soon have them going "ga-ga" over your services, and before you know it, you'll have a fan base more loyal than a morning coffee routine.

That's it for today, folks! 👋 

Hope you learned a thing or two. If you're still here, just to let you know, I appreciate your subscription to my newsletter. Each subscription means a ton to me. 🤍