Bonjour %$firstname$%!
Christian here, with a reminder that the Book Sale
end today…25% Discount from the Regular Price!
But First I want to wish you a Joyeux 4th of July!!!
With great weather for a fun Long Weekend
With Your Family and Friend!
Ok, a quick reminder about the book…
Some of you bought my new book and sent me great
comments about it and I decided that it was time for a
25% discount on the book to be sure all of you has
a chance to grab your copy before all of you go on vacation!
So until the end of today, you can get your copy for a
25% discount or for $28.50 instead of the
regular price of $37.99 (+Shipping fee)!!!
Go right now at www.TheProfitableArchitect.com
That is if you want to get a new copy at 25% off…
You can also go to on ebay to get your copy at $63.87
(someone’s making good money out of my books!!!) or at
Amazone.com to get a used copy for $47.55
(Can someone explain this please???)
My guess is that you will pick the 25% discount!!!
www.TheProfitableArchitect.com
To your success-
Christian
PS Be sure to send me your comments if you already read the book!
One of the biggest problem architects’ owners have that is from
solo architects to small firm owners is not having business systems
in place to run their practice (read business here). Systems either
run your business or people do.
That might sound odd because it seems obvious that you need
people to run your business systems. And, you are absolutely
correct you do need people to run the systems, systems you have
in place for them to follow, systems that make their jobs simpler
and more dupli-catable. If you are a solo architect, that would
mean you need systems for you.
You might think of yourself as a results-based person? You don’t
care about the process, or how things get done, you just want
things done. And that works in some areas of your business, but,
not in others. Especially when looking to get the clients you want
to work with;
• Do you want the phone answered a certain way?
• Do you have a process from the first point of entry?
• Do you know why a prospect calls you a specific day,
not the week before or the week after? And if you do,
do you have different steps depending on the ‘why’?
• Do you have a specific follow-up system in place?
There are a lot of areas like this that require systemization
and then an occasional check to make sure processes are being
done correctly. These systems, that most of us hate to think about
and implement, will save, and make, your life easier to get the
clients you want and need you’re your practice.
Systemizing your business will allow you to spend more time
working on your business instead of in your business, because
you have processes working for you.
Your best first step to get there? Get your copy of my new book
at 25% off until this Friday; The Profitable Architect.
www.TheProfitableArchitect.com
This book proposes new, specific strategies and tools for architects
like yourself to properly put in place a road map to attract new
projects and to promote your services to a wider portion of the
population so that more people benefit from your services.
WARNING - WARNING - WARNING:
If you didn’t already get your copy, there are ONLY 2 DAYS LEFT
to take advantage of the Summer Discount of 25%
(Offer Expires July 2nd).
Click Here.
Still not sure?
Here’s what one of you peer has to say about the book;
I read the entire book the day I got it. I am moving forward on
implementing several of the recommendations immediately.
I think it is important for any architect in business for themselves
to read. “Remember who your target audience is and speak to
them in their language”. Good advice and great book.
Sincerely, Jim Henderson, AIA
Don’t wait until Friday to grab your copy, go right now at
www.TheProfitableArchitect.com
To your success-
Christian
PS. Be sure to send me your comments if you already read the book!
Bonjour!
Summer is already here and not sure when it got here…
Might be because I’ve been very busy with lots of good things;
The new 6-Pack Training Program, the New Book
(with a new sales price…more on this in a minute…)
and the AIA Convention just a few weeks ago.
I’m not sure about you, but many of my members have
reported that things are picking-up in a good way and that
they’re seeing more projects coming their way. Here’s
what one of my top member of the 6-pack program had to say;
“I got a referral for a really nice residential project within just
a few months of his 6 Month Program from former clients,
even though I hadn’t heard from them in years; one simple
strategy explained in the 6-Pack program did the trick. I just
wish I would have thought about it myself earlier!”
As you can imagine, I’m always really thrilled to get emails like
that one from my members!
Ok, about the book…Some of you bought my new book and
sent me great comments about it, so I decided that it was
time for a 25% discount on the book to be sure all of you has
a chance to grab your copy before you all go on vacation!
So for this week only, until the end of day this Friday, you can get
your copy for a 25% discount or for $28.50 instead of the
regular price of $37.99 (+Shipping fee)!!!
Don’t wait until Friday to grab your copy, go right now at
www.TheProfitableArchitect.com
That is if you want to get a new copy at 25% off…
You can also go to ebay to get your copy at $63.87
(someone’s making good money out of my books!!!) or at
Amazone.com to get a used copy for $47.55
(Can someone explain this please???)
My guess is that you will pick the 25% discount!!!
www.TheProfitableArchitect.com
To your success-
Christian
PS Be sure to send me your comments if you already read the book!
Today is La St-Jean in Québec, sort of a 4th of July for Québécois…also called La Fête nationale du Québec.
It is so important for us (Quebecois in or away from the mother land…) that it is a paid public holiday and it is celebrated annually on June 24.
In Quebec, the festivities occur on June 23 and June 24 and since 1978 are publicly financed and organized by a National Holiday Organizing Committee (Comité organisateur de la fête nationale). June 24 continues to be celebrated as a festival of French Canadian culture in other provinces and in the United States.
Yes, here’s our house in Seattle!!!
The feast day of Saint Jean le Batiste or Midsummer was a very popular event in the Ancien Régime de la France, and it is still celebrated as a religious feast day in several countries, like Denmark, Norway, Sweden for example.
The tradition landed in Canada (or should I say Québec!) with the first French colonists. The first celebrations occurred on the banks of the Saint Lawrence River on the evening of June 23, 1636 with a bonfire and five cannon shots.
Now it’s all about the music, the people et la Poutine :O
Bonjour!
So Finally it’s summer AND it is actually a nice sunny and warm day here in the North West!!! Sure help with your spirit!!!
Last time we talked about ‘putting walls down’ to ensure that you can get the projects that you want…lets take a look at what you need to put in place once those are out of the way…
Building More Than The Foundation
Architecture is a big ticket item and therefore you have to provide more than good value. In other words, you need to provide more than just good design. Truthful comparison of the benefits of the services you are offering with other services or other type of construction, possible savings and increase in value of the project need to be pointed out throughout the process. From first contact, via the phone or website until the prospect say yes to working with you and only you.
Tools to use: Show the additional value through comparisons with other services and make sure that what you are saying is true and that what you are claiming is substantial. Find out what other benefits that working with you can bring to the client at large. For example, how can you help them get more square footage to their building by choosing a critical type of tenants for their building (non-profits come to mind), or how you can help them get part of the construction cost covered by subventions from the government or independent agencies. You need to say what those are throughout the process (this means more than once!).
On that note, I think it’s time for me to go sit in my backyard with a nice glass of Rose…Oui, Oui, Oui
On my way back from Miami I made a ‘short’ stop to New Jersey for a few days…to help some cardiologists decide on if they can use their space for a TI or not…in other words, I was there for my expertise and use that time to show them that they will benefit from working with me. The key point here is that I did this before talking about doing the project with them or not. At the end of our meeting, they were convinced that they should work with me…
Taking The Walls Down
You first need to identify the biggest problems for your future clients when deciding to work with an architect, and then you need to show them that it won’t be a setback when working specifically with you. Last week I talked about how to expose those walls, now it is time to take those down: otherwise you’re the one who will be gone. Just like when a “challenge” comes up during construction, it is better to address it sooner rather than later since the client always finds out about it eventually. It’s your chance to build strength from those weak points.
Tools to use: Explain why those horror stories might have happened to other people, but why they won’t happen by working with you and your team. Outline your proactive approach to problem solving so they can be assured they will not be blindsided by crises. Identifying those walls and addressing them head-on ensures that your future clients stand on the same side as you.
Don’t stay on your side of the wall
Yesterday I went to a presentation called; Show me the money: ‘how to get paid for you services’ by Lou Moreno and Jennifer Suzuki. It was interesting, good and all simple concepts that we should all know and think about in our practice…but elas!!!!
Here are my best 10 from their presentation;
1- Do not start any service without a signed contract…so simple but yet, so many architects skip this critical step
2- Tell you client what your job is about, it is your job to educate them on what they should expect from you. If you don’t, it’s your own fault if they don’t get it
3- With fix fee billing, your clients want to know more of what you do. Make list of what you did that day, that specific hour, on that specific phase of the project for those specific reasons. The more you tell, the more they will understand why you deserve your fees. Designing a house on a paper napkin doesn’t really say; i deserve high fee for that napkin…
4- Ask your clients when they write their monthly checks and be sure to send your bill 10 days before that date
5- Constant contact with your clients is good practice, especially when they are avoiding you
6- If they can pay you when they are suppose to pay you, ask for a promissory note
7- Find out who is the real decision maker, don’t take ‘orders’ from anyone that says to do so just because they say so
8- Make sure you know about your clients history, if they sued 3 architects in the past 5 years, you might be the next one on their list regardless of the quality of your work
9- Certain clients are more ‘challenging’, you don’t have and should not work with everyone
10- Set the tone for your fees and be creative with it; Lower fee for pre-payment, lower fee for payment on time, etc.
And finally, a picture of yours truly at the convention!
Bonjour!
I just posted some pictures from the AIA convention on my Facebook account…people getting ready to make this convention a big success!!!
If you’re around, stop by to talk with me at the AEC-Daily booth #712 and get a chance to win my new marketing book!
I’m in South Beach this week for two things; 1-Presenting my new book at the AIA Convention (come see me at the AEC-Daily Booth #712), 2- to find a space for a client for a new TI. As I was meeting with different Real Astate Agent, none of them asked me what I was NOT looking for. All their attention was on what I want but not all the ‘what will or can potentially break the deal’.
As far as your potential clients, you need to knwo what they are looking for AND also the things that they don’t won’t…you need both to be able to create a successful relationship.
Find those walls: YOU know that your services are of the highest quality and that most people would benefit from working with you. BUT… walls of resistance between you and future clients emerge when it comes time for them to decide to work with you. Do not expect future clients to remove those walls themselves, you need to do it yourself.
Tools to use: List the most critical and common walls between you and future clients. Address and break down these walls EARLY in your presentations, indicating you will not pretend these concerns don’t exist. Address those fears before your future clients bring them up.
Common fears about working with an architect:
- Costs will expand, causing the project to go over budget
- The building project will fall behind schedule
- The design is not what the client wants
- et cetera…
Finding out the unique fears of your client will help you avoid bouncing backward from those walls. The best way to find out what they are? By asking!
Today’s 3rd Tip on Marketing for Architects is a critical one, and I see this over and over again with solo architects and small firm owners…you are not doing yourself a favor by trying to be just like all the ‘big guys’ in our field…
3. That’s For Me Reaction
Too many architect’s position in the marketplace is as “just another architect” in search of anybody as client. The only qualification that a potential client needs to have is that they have a project to be done right now. They are all promoting their services the same way: the Whats of What We Do. You can take things like their brochure and “portfolio” and cut the names out, mix them up, scotch tape them back and you won’t do much damage. Most architects are competing in the same media in the same way, promoting their services in the same way, and competing for the same projects. The result? The “sameness” results in the architects fighting over limited clients and suffering declining profits to get the project.
Tools to use: You should strive to give yourself great power and leverage with the “that’s for me” reaction. When a potential client receives a piece of mail or email, rather than it being perceived as general and generic mainstream, it’s of great specific interest to them. Niche marketing does the exact opposite of what most architects do which is to be all the things to all people. This “all” approach leads to being nothing to everyone. For example, if you were to market to do office remodels, narrow your focus to a single specialty: you could use an ad in a magazine just for dentists so you can have the ad made specifically targeting their needs. The “that’s for me” reaction is there.
