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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.

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