Winning your ideal architecture projects starts with understanding a simple framework. There are two main things that successful architecture firms excel at: selling their design services and delivering those services effectively. Sounds straightforward, right?
The challenge many architects face is a reluctance to sell. They often lack a proven, repeatable sales process, which can lead to missed opportunities. To change this, it’s crucial to confront any limiting beliefs around selling and to grasp what a solid sales process looks like.
Without a structured sales process, it’s tough to land projects consistently, especially without relying solely on referrals. A solid sales process provides the predictability you need to thrive, especially in uncertain economic times.
Let’s break down the typical sales process:
- Lead Generation: New leads come in, but many fall through the cracks. Prospects might browse your website or contact you but then go quiet. Following up is essential!
- Consultation: In the consultation, firms often focus on their expertise and accolades. But if you don’t differentiate yourself, clients will view you solely through a price lens.
- Proposal Stage: This is where many potential clients drop off. They see your proposal and may choose to keep shopping for cheaper options because they don’t recognize the unique value you bring.
Stay tuned for the next post, where we’ll dive into how to shift from a typical sales process to a value-driven approach that fosters deeper connections with potential clients!
