You don't have to SELL to unleash your true sales power as an Architect

One of the most sought after information is a workable method or system to fully convince prospective clients to use Architect services in general... and your services in particular.

An Architect selling his own services can somewhat of a paradox. Here a recognized, certified top expert is trying to prove the obvious to someone who cannot see it – a nonprofessional.

It can be distasteful to use superlatives about yourself. It also works against you – if you tell your prospect how good you are, the prospect is likely to get turned off and reject your "self-promotion." If you don't ensure he is informed of high level of professional skill... the benefits of using your services... he just won't know.

Like it or not, there's no point to explain professional views to someone who doesn't have a clue what you're talking about. In fact, it will only serve to upset your prospect – not understanding what you say will make him feel stupid in most cases. He won't like you for it and the end result can be that he considers you "totally uncomprehensible." This, in every day life of inexact expressions turns into "he doesn't know what his talking about."

It's definitely not where you want to go with prospective clients. Once you cross that line and get into "proving" your abilities, you tend to go "technical" just like anyone being put in that position. It's a position of defence and it seldom leads to a desirable result. The CLIENT certainly won't admit that HE doesn't understand. Instead, he will feel it is YOU who cannot explain it understandably. Either way, your chances of getting a sale are diminished.

Helping prospective clients understand the value of Architecture

Here is the simple truth: If you want to sell your services, you have to somehow effect a good enough an understanding in your prospects -- and succeed in creating this understanding with most prospects. Second, you have to create in your prospects an understanding of the PROBLEM(S) that your service helps to handle or avoid altogether. You also have to get HIM to create an idea on the UNIQUE BENEFITS that your service offers him in particular.

There's no way around it. Selling Architect services your first step with a new prospect is to HELP HIM TO UNDERSTAND these things. If you sell outright... the results will be a lot less desirable.

To be able to have a chance of creating that understanding, it is vital to get your prospect to agree with you more than not. To establish agreement, you need to agree with him on many things... because YOU will need HIS agreement on several things in return. Among the more important ones are those basics on which the whole logic of using an Architect builds on. Without these basic facts accepted and understood, he just has NO REASON to hire you... that is, HE sees no reason for it.

Amazingly or not, the majority of Architect selection processes can be found to follow one single most important cause. More often than not, the selected Architect is the one who has most helped the selectors to better understand the basics of Architecture, their project and the benefits of of using an Architect. The smaller the project, the more dominant this factor actually becomes.

Now, without a carefully planned system of presentation, this can become an overwhelming task. There's something very terrifying in trying to get a nonprofessional to understand the basic logic behind using an Architect. He knows very little or NOTHING about construction, function, structure or aesthetics. He probably doesn't understand even the most fundamental professional terminology that you have to use. Where do you start? First educate him in the basics of Architecture? Oh, please...

You've been there – so you know what a hurdle it can be. The answer to the problem is... make HIM prove to HIMSELF. Chances are, he is not going to believe anyone else!

Creating an automatic Architect service sales system

What you need is a PLANNED system of presentation and sales. It has to be preplanned and ready - trying to do your presentation ad lib is asking for trouble. There are just TOO MANY factors involved. There are DOZENS of things you need to do, dozens of questions you need to ask him in correct sequence... it's just TOO MUCH to commit to memory.

There's another point that makes having preplanned presentation and sales tools invaluable. That point is - once these things are DOCUMENTED you can always pinpoint where you lost the prospect... and CORRECT ONLY THAT POINT. See, if you change EVERYTHING... or if you try to REMEMBER which part you should adjust... you're more likely to throw away a lot of very workable, effective parts also... and end up with a "corrected" system that works WORSE than the one you "improved."

The only way you can get a nonprofessional prospect to understand AND accept data is by using a sales tool that allows him to

Now in English that all means this:

If you can get your prospect to determine FACTS on his own accord and by his own free will - and if those FACTS that he now considers his own truths clearly prove to him that USING YOUR SERVICES is in his own best interest... you get a sale.

Right. You're there. Now, you would have to be a total idiot to miss the deal - in fact, you would have to work hard to convince him NOT to use your services!

Once he accepts the basic underlying logic of what you say, once he really gets the facts and understands them... there's little need for any hard sales talk. It will be true for him, it will be HIS truth, not yours or anyone elses being enforced on him. THAT IS THE CLINCER! Once you effect THAT, you couldn't lose that sale even if you tried!

And here's the good news: The only person who can achieve this is an Architect! A salesman will FAIL because he does not have the credibility. Why? - Because if you have the correct presentation and sales tools, YOU WILL BE DOING ALL THIS WHILE CONSULTING THE CLIENT WITH YOUR EXPERTISE!

So, unless this salesman IS an Architect... how could he EVER make this happen the way YOU can? Once you DO have those correct tools, you really have to experience it yourself to believe what formidable sales force YOU can be... and without ever using a single sales oriented phrase or getting into embarrassing situations. It's really almost magical!

THAT is what we mean by unleashing your true sales power as an Architect... NOT as a salesman. Instead of pushing your wares you will consult your clients and actually enjoy the "saleswork" – for it certainly won't FEEL or SEEM like saleswork at all! And that perhaps best describes how truly comfortable and at ease you will feel in this system. Using this sales tool and system, you WILL outsell sales experts by a minimum ratio of two to one.

The solution creating successful expansion for smaller Architecture firms

These sales tools can make a very impressive change in your future success. I have personally witnessed how much income, success and benefits this system can bring. I cannot promise that it will make you millions, though.

I can only promise that it is possible!

Results depend on many things – not least in how determined you are to use the system and the tools. So, maybe you won't reach all the way up to several millions with it. Maybe you only make ten percent of that. Or maybe you only use the system to double your projects for a year. It's all up to you. Having a system that is set in tools that DO produce results predictably, it's really like having an expresso coffee maker. You want more coffee? Hit the START button and you will HAVE more coffee.

Don't you just love the simplicity of it?

The point is this:

The system exists. The Architects that FIRST take advantage of it in your area will harvest the most. The actual tools and detailed instructions are documented in the Architect Marketing Guidelines manual. It has specific sales tools for the handling of prospective clients. There's a very specific way you handle a prospect that has little or no knowledge / experience from your area of expertise

It's delivered as an online download - so it's just a couple of clicks away!

Click here to see the contents of Architect Marketing Guidelines: "How to find new projects before others and get a significant head start over the competition?"

Learn more about marketing Architect Services
from these articles: