Sales Essentials 4: How should I call an architect about a project?
The phone is the most powerful tool in your sales box, and it’s
what turns sales leads into work opportunities. To make sure you’re effective,
take a moment to prepare before you call. Go into the conversation fully
equipped to make your pitch:
- Look up the architect's website. Study the type of work they
do. Scroll through project photos on the gallery page. Architects are often
pleased that you have taken the trouble to look at some of their jobs, and that
you have something to say about their work.
- Check to see if staff names and job titles are on the
website. The call will go more easily when you have an idea of who you're
speaking to. Your preparation will show, and that demonstrates professionalism
and builds trust.
- Don't forget to visit the online planning portal and look at
the details of the project you’re chasing. Leads always have the planning
reference number and name of the relevant council. It's helpful to look at the
submitted planning drawings – the elevations, floorplans, the design and access
statement.
- Double check this is a job you really are suited to. You
don’t want to find out late in the day that there are extra challenges that
you’re not prepared for.
Take a few minutes to inform yourself about the project, and
you can call any architect with confidence.
This article was kindly contributed by David Crick, MD of Contractors Marketing Services. You can read more in The Really Useful Guide To Construction Sales or see their construction sales special offers here.
See next Sales Essentials 5: What if the project's already gone to tender?