Vacancy in a commercial property doesn’t just mean lost income—it often brings increased carrying costs, missed opportunities, and deferred maintenance. But while a long-term vacancy can sting, rushing to fill the space with the wrong tenant can be even more costly in the long run. Attracting the right tenant is about more than just listing the square footage—it’s about positioning your space for success by understanding who it best serves and tailoring your marketing strategy accordingly.
One of the most common mistakes landlords make is advertising only the specs—square footage, ceiling height, and traffic counts—without describing the use. Put yourself in a tenant’s shoes: would you rather see a listing that says “1,200 SF retail space available” or one that reads “1,200 SF storefront ideal for nail salon, barbershop, or boutique fitness studio”? Describing the potential of the space gives your listing more stopping power and helps attract tenants who can picture themselves operating there.
Equally important is the quality of your listing materials. Make sure your marketing package includes a detailed floor plan, high-quality photos, and information about what improvements you’re willing to consider. Flexibility with tenant improvements (TIs) can make all the difference, especially for users who need to customize the space. Being upfront about what’s possible can help weed out mismatches early and create momentum with qualified prospects.
Don’t overlook proximity, either. Tenants often prefer to expand into markets they already know. If you have a retail or office vacancy, target operators in adjacent towns or nearby trade areas. These are business owners who are already familiar with the customer base and may be looking to open a second or third location. Knowing your local competition—and how your space compares—can help you position it as a natural fit for someone looking to grow.
Finally, while online exposure is important, nothing beats direct relationships in commercial leasing. A broker who actively works with tenants and understands their expansion goals can often get your space in front of the right people before it even hits the open market. When your listing is paired with an experienced broker’s network and insights, you gain an edge that goes beyond signage and search portals.
Finding the right tenant is equal parts strategy, matchmaking, and presentation. If you take the time to understand what your space has to offer—and who’s most likely to thrive in it—you’ll not only fill your vacancy faster, but also set the stage for a long-term, mutually beneficial lease.