Introduction
Getting the most out of commercial property viewings can play a significant role in achieving a successful sale. A viewing is often the point at which a prospective buyer decides whether to proceed, make an offer or walk away. Proper preparation and presentation can therefore have a direct impact on both sale price and transaction speed.
This guide explains how to maximise viewing opportunities and create a positive impression for potential buyers.
Making the Most Out of Commercial Property Viewings
Once your property is being actively marketed, your commercial agent will begin arranging viewings with prospective purchasers. These viewings are usually scheduled at mutually convenient times, although some sellers choose to provide their agent with full access to allow greater flexibility.
Providing flexible access can increase the number of viewings and reduce delays, particularly for investment buyers or purchasers travelling from outside the local area.
Your agent will typically pre-qualify interested parties before arranging a viewing, meaning most visitors will already have some level of interest in the property.
This makes it important to maximise every opportunity.
Preparing your property for viewings
Presentation is critical when selling commercial property. While buyers often focus on financial or operational suitability, first impressions still matter.
Before any viewing takes place, consider the following:
- Ensure the property is clean and tidy
- Remove unnecessary clutter or stored items
- Complete minor repairs where possible
- Ensure lighting is working correctly
- Improve kerb appeal and entrance areas
- Address any obvious maintenance concerns
A well-presented property creates confidence and reduces perceived risk for buyers.
Creating the right environment for buyers
If you are present during a viewing, your approach can influence the buyer’s perception.
Best practice includes:
- Being approachable and professional
- Allowing the agent to lead the viewing conversation
- Providing factual answers where required
- Avoiding overselling or applying pressure
- Highlighting positive features naturally
In many cases, sellers choose not to attend viewings, allowing the agent to manage the process independently. This can sometimes make buyers feel more comfortable discussing their thoughts openly.
Understanding buyer objectives during viewings
Different buyers will assess your property in different ways depending on their objectives.
Owner-occupiers may focus on:
- Layout suitability for their business
- Customer access and visibility
- Parking and transport links
- Operational efficiency
Investors may concentrate on:
- Rental potential
- Lease structures
- Maintenance liabilities
- Tenant demand in the area
Developers may consider:
- Planning potential
- Site configuration
- Surrounding development activity
- Infrastructure and access
Understanding these perspectives helps you prepare for likely questions.
Providing a “clean shell” finish
For certain types of commercial property — particularly retail units, restaurants or cafés — providing a clean shell condition can improve appeal.
A clean shell typically means:
- Neutral decoration
- Basic lighting installed
- Clear floor space
- Functional services connections
This allows buyers or tenants to visualise their own fit-out more easily and can broaden the pool of interested parties.
Safety and compliance during viewings
It is important to ensure viewings can take place safely and without risk.
Consider:
- Removing hazards
- Ensuring safe access routes
- Securing dangerous areas
- Providing health and safety notices where required
Vacant or development properties may require additional precautions.
Receiving feedback after viewings
Your commercial agent should provide feedback following viewings, including:
- Buyer interest level
- Perceived strengths and weaknesses
- Pricing feedback
- Likelihood of offers
This information can be valuable for refining your marketing approach or adjusting expectations.
Increasing Viewing Opportunities
You can improve viewing activity by:
- Allowing flexible viewing times
- Responding quickly to enquiries
- Maintaining the property condition
- Providing clear information packs
- Ensuring keys and access arrangements are straightforward
Properties that are easy to view generally attract more interest.
Summary
Commercial property viewings are a critical stage in the sales process. Proper preparation, professional presentation and flexible access arrangements can significantly improve buyer perception and increase the likelihood of securing offers. Working closely with your agent and maintaining a presentable property will help maximise your chances of achieving a successful sale.
- Previous Article:
- Next Article: