Menu
Congratulations Roderick – you’ve always been an action-taker – that’s great to hear the results when you tried out this easy-to-implement strategy!
I suggest that you watch the training section on Monkey’s Fists in the Marketing Formula Training, I think it’s module 5.
Hey John, I’d spend a month going out and meeting with possible clients in those particular niches. Tell them you are re-structuring your firm and doing market research. Most will be happy to meet with you.
As you go through this process, you’ll start to get a feel for where the need is greatest and where you can provide the most value.
In addition, you’ll begin to build a valuable network.
Luke Durack – This does require some creative thinking, however we’ve seen a number of our members try it out with some success.
You don’t have to price your services up front to use this approach. You can name your options (the simplest may be a choice between one package offering design, document and permit only and one that includes construction administration) and describe them in a way that allows people to choose their preferred approach, separate from the actual cost (which would vary depending on project size, budget and other factors).
Of course, your Low Commitment Consultation would benefit from a distinctive product name, whether it’s a Needs and Options Review, a Discovery Session, a One Page Action Plan or something else.
These products don’t have to be “flashy” but do need to clearly state the value proposition – what you offer that is valuable to the client, with some differentiation between them. By describing them clearly you can reduce uncertainty.
Hi Mette, I haven’t heard about this company in particular. Marcus Marino sings praises about OAEInc.com4 which he says he uses. You can reach Marcus at marcusm@designmgroup.com .
I know @Rachel Burton plans to create her own outsourcing solution. (@Rachel if you could share your thoughts here that would be cool).
@MetteAamodt let us know if you find a good solution.
Hi Umberto – We addressed your question during yesterday’s Office Hours session. For the benefit of others who were not on the call, here is some feedback.
A group of people that you are closely connected with (members of an association, a neighborhood group, etc.) can be your target market, particularly if you have a convenient way to communicate with them. As you become a familiar and trusted face, you may become the “go-to resource” for a range of architectural work or services.
However, it’s best if the messaging you create in your marketing materials ideally is customized to the project type. For example, the people in your group may have different architectural needs (renovating a home vs. opening a new restaurant or developing a commercial property). You will do better if you create Monkey’s Fists that focus on the problems or questions that each of these niches find most important. That way your report, article or video will have the most impact.
Congratulations Roderick – glad to hear that your experiment worked. You’ve always been a real action-taker, awesome to see you continue to push forward and try things and take a risk.
Colin, can you upload those to Dropbox and share the link here? Then we can review them. That would be great, I’d like to see them.
Excellent Juan! I really like the layout and graphic design. Unfortunately most of our members don’t speak Spanish so they can’t give you exact feedback.
David, as you get used to the psychology behind the call script, it will become second nature for you – a skill that you will keep for the rest of your life. See Eric’s excellent list above for a frame work that you should include and study.
Re the issue with heavy accents, and your preference to meet in person – that’s fine, there’s nothing wrong with setting up an in-person meeting and using the script in person. Of course, you’ll want to practice the script, so you’re not reading it; perhaps just have some bullet points to refer to.
Whichever way you do this, keep going and it will get easier and more natural. Adapt the script, make it shorter if you like, however try to keep the essential structure that:
1) directs the conversation
2) sets expectations and gets their agreement each step along the way
3) asks the types of questions that help you understand their needs
4) qualifies them (are they serious, do they have funds, are they realistic, etc.)
5) uncovers or reveals the gaps in their understanding so that they are motivated to get your assistance with an initial assessment or Needs and Options Review etc.
6) gives them a clear “next step” or a road map for the process
7) asks them to take the next step
Dave – One of the tactics you can use is to tell the person that you are in the middle of working on a project (or in a meeting, or some other reason of your choice) and that you’d like to be able to call them back at a more convenient time. If they balk at giving you a phone number, then they are probably not really ready to talk in depth (maybe just price shopping, or doing some initial research). However, if you get their name and number, then you can set up a time when you are at your desk and can talk more comfortably.
This also has the advantage of increasing the number of “touches”; it’s a subtle thing, but you are then becoming a bit more “familiar” to them, each time there is a call, email or other contact; this gradually raises the trust factor and the likelihood that you will be chosen for the project.
Eric
