Finding the right business decision-makers for your commercial real estate (CRE) project can feel overwhelming. But with Hubexo, you gain access to detailed company reports and project relationships that make the process easy. You can see who’s working with whom and what they’re working on.

Whether you’re pursuing retail, residential, hotel, medical, energy, mining, or infrastructure developments, we’ll show you how to use Hubexo’s tools to connect with key players before your competitors do.

Table of Contents

• Why Tracking Decision-Makers is Critical

• Step-by-Step: Using Hubexo to Connect with Key Contacts

• Crafting the Perfect Pitch

• Get In Front of the Right Decision Makers Early

Understanding Decision-Makers

Decision-makers are the key individuals within an organization who hold the authority to make strategic purchasing decisions. These are typically high-ranking employees such as department heads, managers, and C-Level executives. Understanding who the decision-makers are is crucial for any sales process, as they are the ones who ultimately decide where the company’s resources are allocated. By identifying and targeting these individuals, you can streamline your efforts and ensure that your pitch reaches those who have the power to make the final purchase decision.

Who are Decision-Makers Typically?

Decision-makers can vary significantly depending on the size and structure of the organization. In larger enterprises, decision-makers are often department heads, managers, and C-Level executives such as Chief Marketing Officers, Chief Sales Officers, and Chief Operating Officers. In smaller companies or startups, the CEO or company owner often takes on the role of the decision-maker. Recognizing these key job titles and understanding their roles within the company can help you tailor your approach and ensure that your message resonates with the right individuals.

Importance of Identifying the Right Decision-Makers

Identifying the right decision-makers is essential for the success of your sales efforts. These individuals are responsible for making strategic business decisions that drive the company forward. By pinpointing the right decision-makers, you can tailor your sales efforts and marketing strategies to effectively reach and engage with them. This targeted approach not only increases the likelihood of securing a deal but also helps in building long-term business relationships that can lead to future opportunities.

Why Tracking Decision-Makers is Critical

To successfully procure off-market real estate deals, knowing who to contact is as important as knowing what project to pursue. You need to target the right owners, developers, and contractors early to gain that competitive edge. Hubexo simplifies this process by offering comprehensive contact details within its reports. From early-stage projects to tenant mix and square footage data, you’ll find everything needed to make the right connections. Understanding the decision-making process is crucial for tailoring your outreach strategies effectively.

Step-by-Step: Using Hubexo to Connect with Key Decision Makers

Search for Projects

Start by filtering your search to find projects that align with your business needs. Adjust parameters such as location, value, project type, and construction phase to narrow your results. Additionally, consider using LinkedIn Sales Navigator to identify and connect with key business decision-makers.

View Project Contact Information

Within each project report, Hubexo provides a list of key contacts—such as developers, contractors, and project managers—who are involved. You’ll know who to contact and what role they play.

Search for Companies

Use Hubexo’s company reports to search for businesses that align with your goals. Filter your results to focus on specific regions or industries.

Analyze Company Relationships

Hubexo helps you see which companies collaborate and which projects they’ve worked on together. This helps you identify potential partners or competitors for your own projects.

Reach Out to Decision-Makers

Contacting the right person at the right time can make or break a deal. Get in front of decision-makers early by presenting your project, products, or services in a personalized way.

Building Relationships with Decision-Makers

Building strong relationships with decision-makers is a critical component of successful sales efforts. Decision-makers are often busy and protected by gatekeepers, making it challenging to reach them directly. However, by focusing on relationship-building, you can establish trust and credibility, which are essential for closing deals. Developing a rapport with decision-makers can lead to more meaningful interactions and a higher likelihood of achieving your sales goals.

Approach People Tactfully on Social Media and Try to Establish a Mutually Beneficial Relationship

Social media platforms, particularly LinkedIn, can be powerful tools for building relationships with decision-makers. By approaching people tactfully and aiming to establish mutually beneficial relationships, you can increase your chances of connecting with key decision-makers. Here are some strategies to consider:

• Craft a Professional Profile: Use a clear and concise headline that describes your profession, a professional profile picture, and a strong summary that highlights your skills and experience. Incorporate relevant keywords to enhance your visibility.

• Engage with Content: Use LinkedIn’s publishing feature to share valuable content that showcases your expertise. Engage with posts from decision-makers by liking, commenting, and sharing their content.

• Join Relevant Groups: Participate in LinkedIn groups related to your industry to connect with decision-makers and join discussions.

• Personalized Messaging: Use LinkedIn’s messaging feature to send personalized connection requests and follow-up messages. Highlight common interests or mutual connections to establish a connection.

• Offer Value: When reaching out, focus on how you can provide value to the decision-maker. Whether it’s through sharing insights, offering solutions, or providing resources, make it clear how the relationship can be mutually beneficial.

By leveraging social media effectively, you can build relationships with decision-makers, establish trust, and increase your chances of closing deals.

Crafting the Perfect Pitch for the Sales Process

So you’ve got the connection, great! Now what do you do? Making a connection is only half the battle. A well-crafted pitch is the next step to building a meaningful business relationship. Here are some essentials for a successful pitch:

• Clearly define your offering: What makes your product or service valuable?

• Demonstrate value: Show how your offering aligns with the needs of the recipient’s current or future projects.

• Research your audience: Use insights from Hubexo’s reports to tailor your pitch specifically to their market or project type.

• Be professional and organized: Provide supporting materials like research reports, testimonials, or case studies.

• Establish a win-win scenario: Make it clear what’s in it for both sides—why this partnership makes sense.

Get In Front of the Right Decision Makers Early

With Hubexo, you’ll have the tools to find and contact the people you need for any type of project—from retail and hotels to infrastructure and energy developments.

To learn more about how Hubexo can help you connect with decision-makers early, book a demo today.