Read time: 3 minutes
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As I write this, I’m also preparing for a trip to Arlington, TX.
I’m heading there to give some in-person group training to a hard-working team of sales reps. We’ll cover a lot in a short time, but they’ll walk away with a battle plan to build stronger connections with their ideal architects.
I’m excited!
But I didn’t want to leave you hangin’ today, so without further ado…
5 Tips You Can Start Using Today To Build Rapport With Your Ideal Architect Clients
Today, I’ll give you 5 tips. They’re actionable, and they’ll help you build rapport and trust through consistent communication.
If you take action, you’ll build those stronger architect connections. And that’s how you get specified over and over again.
The problem with most sales reps’ approach is they view each project as transactional. “One-and-done-and-on-to-the-next-one.”
My hope— after you read today’s lesson— is you’ll look at each project as relational. Each conversation as another step in building that tighter bond.
So, let’s look at some mistakes to avoid and ways to do them right…
1) Reach out consistently but respectfully
❌ Don’t do this:
- Relying solely on automated messages. Automation can help. But, too many generic automated messages can make your outreach seem less personal. Add a personal touch to your communication to build real connections.
- Ignoring feedback on communication frequency. If architects say you talk or message too much, it may hurt your relationship. So, listen to them.
✅ Do this:
- Use a CRM to organize contacts, track conversations, and avoid losing anyone.
- Use digital tools. Try video calls or virtual tours to show your products in the context of their projects. This approach helps architects see how your products can fit into their designs.
- Use predictive analytics. Analyze communication and project timelines. Anticipate when they might want updates or need specific information.
Try to earn trust without being too pushy. Find the right balance by deciding how often to talk based on what you both agree on.
2) Understand and address their pain points
❌ Don’t do this:
- Don’t make assumptions about their pain points without asking
- Don’t push your product before knowing their requirements or concerns
- Over-promising solutions. Don’t overstate what your product can do. You’ll let the architect down if it doesn’t meet the expectations you set.
- Failing to follow up. Don’t discuss problems and their fixes, but then not check the results. It looks like you don’t care about their long-term success.
✅ Do this:
- Create personalized content. Ask your ideal architect clients about their challenges in their work or the field. Create content that addresses these issues. Offer tailored solutions and advice.
- Collaborative workshops. Host workshops for architects to discuss their challenges. Then, help them use your products to find solutions. Show that you’re here to help and have their best interests in mind.
There’s no way around it. You’ve got to have empathy to build rapport. Genuinely care about their problems and find ways to help solve them.
3) Share helpful industry insights
❌ Don’t do this:
- Ignoring the architect’s interests. Don’t share insights or resources that don’t align with their specific area of expertise or interest. It makes you look irrelevant.
- Sharing outdated or incorrect information. Providing inaccurate or outdated industry insights can damage your credibility and trustworthiness.
✅ Do this:
- Custom newsletters. Send monthly newsletters tailored to your ideal architect’s interests or project needs. Make sure the information is highly relevant and specific to their work.
- Exclusive insider events. Host exclusive virtual meet-ups or roundtables. Invite your ideal architect clients, industry leaders and influencers to discuss trends. Create opportunities for architects to gain insights and make valuable connections.
Position yourself as an expert & reliable source of information in the industry. Your clients will appreciate the added value & knowledge you bring.
4) Celebrate their successes
❌ Don’t do this:
- Neglecting privacy concerns. Publicly sharing an architect’s success without their consent can breach privacy and trust. Always get permission before sharing their achievements.
- Being insincere or excessive. Excessive praise can seem insincere. It can make architects doubt your motives.
✅ Do this:
- Develop case studies. With permission, show off finished projects that used your product. These are the success stories that can inspire others. Be sure to show the architect’s creativity and how your product played a part.
- Offer rewards or recognition. Create a special program for architects who often specify your products. It will show you appreciate them and strengthen your relationship.
- Look for small ways to celebrate project completions or notable milestones together.
- Mention their wins during conversations & recognize their efforts.
Be genuinely happy for your client’s success. It helps solidify your relationship, making them feel valued & supported.
5) Always be responsive and professional
❌ Don’t do this:
- Allowing personal biases to affect interactions. Don’t let personal opinions or biases influence your interactions. This could inadvertently affect professionalism and objectivity.
- Failing to manage expectations. Be honest about when you can meet a request. If you don’t communicate realistically, the architect might get upset. Clearly explain when you can respond or fulfill your promises.
✅ Do this:
- Consider AI chatbots. Use AI chatbots on your site or client portal. They can quickly answer architects’ common questions. This way, they feel supported and valued.
- Feedback loops. Ask for feedback often and take it seriously by making changes and improvements. Make the architect feel heard & well taken care of. This shows you care about giving the best service to your clients.
- Effective communication. Answer emails & calls promptly. Always make your messages clear, concise & professional.
Great service always leaves a positive impression on your clients. Be respectful & professional at all times; they’re more likely to trust & recommend you.
That’s all for today!
Cheers to building more than just buildings, and see you next week.
P.S. Want to really get inside an architect’s head?
When you’re ready, here are 2 ways you can work with me:
- Product reps: If you’re serious about getting better at connecting with architects — Book a 1-on-1 call with me.
- Business owners or Sales Team Leaders: Book an Architect Connections Training Call for you and your team. Or, hit me up if you’d like to ask about in-person training for your next sales meeting.
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