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