I am a building services engineer who would be very grateful to everyone who shares his opinion here on my question below. Thanks a lot in advance.
I am going to start-up my own building services consultancy where Architects are the main client type and I am trying to plan the marketing strategy. I have a long list of local Architects and will need to approach them without prior connections. There will be no big company name behind me anymore.
Could you please remember any occasion when you were approached by unknown service provider? Do you recall any examples of good or bad approach? Do you prefer to be approached by email, phonecall or Linkedin?
Any hints or advice would be much appreciated. Cheers.
Non Sequitur
Jul 6, 23 1:28 pm
I received weekly communications for random services by unknown parties. (Render farms, construction management, budget/pricing consultants, etc). I never reply and immediately put them on our email blocked list. I typically ignore linkedin messages unless I know the person and although it's been a while since someone cold-called me, I've never been swayed by sales pitches.
If I want your services, I will reach out on my own is my moto. No one likes to be spammed.
eng1neer
Jul 6, 23 6:48 pm
Thanks. I do fire safety engineering which is a very specialised service in this part of the world. Architects in my list ordered such service in the past from other companies and will likely need it at some point. My intent not to sell right now but to be invited to tender when such service is required.
Non Sequitur
Jul 6, 23 7:17 pm
Interesting. I do about 95% of the fire protection detail work in our office and we only source out to a fire protection consultant when required by the AHJ. At that point, we just tell that P.Eng to write their letter and we attach it to our work. We have a few contacts who do this for us for a few hundred bones. I can’t imagine we would need an external consultant for much more, even on our large/complicated projects.
eng1neer
Jul 6, 23 8:25 pm
Here in Australia, all engineering services must be done by or under direct supervision of registered engineers so every project has a team of services consultants. I don't do fire services design but provide fire safety reports to address design
deviations from the building code.
axonapoplectic
Jul 6, 23 1:50 pm
If you are in the states - AIA approved lunch and learns. People get something from you (continuing education credits), and you can demonstrate your expertise.
eng1neer
Jul 6, 23 6:52 pm
Thanks, this is a very good point.
Josh Mings
Jul 6, 23 3:28 pm
Gotta talk to people in person at events. That is what has gotten me to go with services in the past and that will start to create the word of mouth you will need.
eng1neer
Jul 6, 23 6:53 pm
Thanks. What kind of networking
events you attend occasionally?
chris-chitect
Jul 6, 23 6:04 pm
"who would be very grateful to everyone who shares his opinion"
Not to nit pick or to be offended for others, but you'd want to open that to his or her opinion. It's really important to know who are you are talking to when you market your services.
When I worked in an architecture office, (although it was 13 years ago), we got an unsolicited fax that opened with "Dear Secretary". Everything about the message and it's medium suggested they didn't know anything about the people they were reaching out to.
Working in Government in the past I regularly got e-mails about products and services that immediately were deleted. As we were a government agency, services were always procured via public tendering. Anyone who took a moment to understand who they were talking to would realise no matter how good the sales pitch was, I was in no position to actually engage them.
Don't do mass e-mails. If you do chose to e-mail (which I'll admit I've done too) at least approach that person as if you've learned what their role is and can be specific as to how you can help them. My freelance role I have now started by e-mail, but was focused on addressing specific needs. That isn't the norm though.
eng1neer
Jul 6, 23 6:54 pm
My apologies.
Very valid point. I am researching architects as a Customer in general and will have details of the persons I send email (name, position, in some cases past projects). I do fire safety engineering which is a very specialised service in this part of the world. Architects in my list ordered such service in the past from other companies and will likely need it at some point. My intent not to sell right now but to be invited to tender when such service is required.
Almosthip
Jul 6, 23 6:17 pm
I personally find it very annoying to be spammed by company's claiming to offer the exact same services that I already provide. I will not be hiring you to do my job. I will never out source the work that I do.
eng1neer
Jul 6, 23 7:01 pm
Thanks. Fully understand and share your feelings about mass e-mails. I do fire safety engineering which is a very specialised service in this part of the world and is certainly outside of architect expertise. I will also try to personalise my emails as much as possible.
Non Sequitur
Jul 6, 23 8:13 pm
Which area is this?
eng1neer
Jul 6, 23 8:22 pm
Australia
Non Sequitur
Jul 8, 23 8:27 am
Crikey!
eng1neer
Jul 6, 23 7:00 pm
*
bowling_ball
Jul 6, 23 7:25 pm
So I accepted a meeting after a cold call this week. First time ever. The salesperson was the owner of the company, knew who I was, and had done a little bit of homework about us - just enough that I didn't immediately hang up on him. But the biggest thing for cold calls is timing. If I wasn't already in the market for this service, I'd have ignored it regardless.
eng1neer
Jul 6, 23 8:32 pm
Thanks. Noone likes cold calls from strangers, it is very annoying and never at a right time. My understanding that the majority of Architects are introverts which makes it even more complicated. I am planning to approach first by personalised email and then follow up with a call after some time.
bowling_ball
Jul 7, 23 4:48 pm
I'm not sure that most architects are introverts, though I certainly meet that criteria. It's about making a very quick pitch to let them know how your service can save them time, money, or headaches. That's it. If any one of those things is cheaper to outsource, you'll have a receptive ear at least.
eng1neer
Jul 7, 23 8:08 pm
Thanks a lot, I will make sure my pitch is very quick and covers all 3 criteria.
JLC-1
Jul 7, 23 12:28 pm
Online presence is also relevant at least in the US, I don't look at magazines or "databases" when trying to find a service or product, it's all online. And don't make your potential clients hostages by hiding information behind a "please fill this form to download our catalog or get more information" BS. The only sales pitch we accepted last year was a really fine flooring company from Norway, I hope we can use their floors sometime soon, but after the pitch never heard back from them, as it should be.
eng1neer
Jul 7, 23 8:15 pm
Thanks, I have nothing to hide as I am not a supplier and
have no datasheets. I have basic website listing services and expertise. Architects here usually pick specialised service providers like me from past projects where they were satisfied with the performance or from colleges. Unfortunately, I will be a stranger for most of them.
luvu
Jul 8, 23 3:35 am
You answered your own question right there. We tend to stick with consultant who we had good experience with in past projects. There are also ‘ black list ‘ the ones to avoid at all cost. Have you work in a corporate setting in Australia before you decided to go solo/ you sound very green (sorry).
eng1neer
Jul 8, 23 9:32 am
I have more than a decade of corporate experience, however, only around 4 years locally. I have a set of happy architects (past return clients) but they are not all decision makers to pick consultants and the list is not long enough to get pipeline for a new company on a market. I have created a database of local architects who ordered such service before but never met or worked with me. I am thinking how to approach them best to make a connection and be invited for services tenders. From that point I have all means to provide best value and customer service, I know how to get the job done well and keep clients happy.
Hi Architects community,
I am a building services engineer who would be very grateful to everyone who shares his opinion here on my question below. Thanks a lot in advance.
I am going to start-up my own building services consultancy where Architects are the main client type and I am trying to plan the marketing strategy. I have a long list of local Architects and will need to approach them without prior connections. There will be no big company name behind me anymore.
Could you please remember any occasion when you were approached by unknown service provider? Do you recall any examples of good or bad approach? Do you prefer to be approached by email, phonecall or Linkedin?
Any hints or advice would be much appreciated. Cheers.
I received weekly communications for random services by unknown parties. (Render farms, construction management, budget/pricing consultants, etc). I never reply and immediately put them on our email blocked list. I typically ignore linkedin messages unless I know the person and although it's been a while since someone cold-called me, I've never been swayed by sales pitches.
If I want your services, I will reach out on my own is my moto. No one likes to be spammed.
Thanks. I do fire safety engineering which is a very specialised service in this part of the world. Architects in my list ordered such service in the past from other companies and will likely need it at some point. My intent not to sell right now but to be invited to tender when such service is required.
Interesting. I do about 95% of the fire protection detail work in our office and we only source out to a fire protection consultant when required by the AHJ. At that point, we just tell that P.Eng to write their letter and we attach it to our work. We have a few contacts who do this for us for a few hundred bones. I can’t imagine we would need an external consultant for much more, even on our large/complicated projects.
Here in Australia, all engineering services must be done by or under direct supervision of registered engineers so every project has a team of services consultants. I don't do fire services design but provide fire safety reports to address design deviations from the building code.
If you are in the states - AIA approved lunch and learns. People get something from you (continuing education credits), and you can demonstrate your expertise.
Thanks, this is a very good point.
Gotta talk to people in person at events. That is what has gotten me to go with services in the past and that will start to create the word of mouth you will need.
Thanks. What kind of networking events you attend occasionally?
"who would be very grateful to everyone who shares his opinion"
Not to nit pick or to be offended for others, but you'd want to open that to his or her opinion. It's really important to know who are you are talking to when you market your services.
When I worked in an architecture office, (although it was 13 years ago), we got an unsolicited fax that opened with "Dear Secretary". Everything about the message and it's medium suggested they didn't know anything about the people they were reaching out to.
Working in Government in the past I regularly got e-mails about products and services that immediately were deleted. As we were a government agency, services were always procured via public tendering. Anyone who took a moment to understand who they were talking to would realise no matter how good the sales pitch was, I was in no position to actually engage them.
Don't do mass e-mails. If you do chose to e-mail (which I'll admit I've done too) at least approach that person as if you've learned what their role is and can be specific as to how you can help them. My freelance role I have now started by e-mail, but was focused on addressing specific needs. That isn't the norm though.
My apologies.
Very valid point. I am researching architects as a Customer in general and will have details of the persons I send email (name, position, in some cases past projects). I do fire safety engineering which is a very specialised service in this part of the world. Architects in my list ordered such service in the past from other companies and will likely need it at some point. My intent not to sell right now but to be invited to tender when such service is required.
I personally find it very annoying to be spammed by company's claiming to offer the exact same services that I already provide. I will not be hiring you to do my job. I will never out source the work that I do.
Thanks. Fully understand and share your feelings about mass e-mails. I do fire safety engineering which is a very specialised service in this part of the world and is certainly outside of architect expertise. I will also try to personalise my emails as much as possible.
Which area is this?
Australia
Crikey!
*
So I accepted a meeting after a cold call this week. First time ever. The salesperson was the owner of the company, knew who I was, and had done a little bit of homework about us - just enough that I didn't immediately hang up on him. But the biggest thing for cold calls is timing. If I wasn't already in the market for this service, I'd have ignored it regardless.
Thanks. Noone likes cold calls from strangers, it is very annoying and never at a right time. My understanding that the majority of Architects are introverts which makes it even more complicated. I am planning to approach first by personalised email and then follow up with a call after some time.
I'm not sure that most architects are introverts, though I certainly meet that criteria. It's about making a very quick pitch to let them know how your service can save them time, money, or headaches. That's it. If any one of those things is cheaper to outsource, you'll have a receptive ear at least.
Thanks a lot, I will make sure my pitch is very quick and covers all 3 criteria.
Online presence is also relevant at least in the US, I don't look at magazines or "databases" when trying to find a service or product, it's all online. And don't make your potential clients hostages by hiding information behind a "please fill this form to download our catalog or get more information" BS. The only sales pitch we accepted last year was a really fine flooring company from Norway, I hope we can use their floors sometime soon, but after the pitch never heard back from them, as it should be.
Thanks, I have nothing to hide as I am not a supplier and have no datasheets. I have basic website listing services and expertise. Architects here usually pick specialised service providers like me from past projects where they were satisfied with the performance or from colleges. Unfortunately, I will be a stranger for most of them.
You answered your own question right there. We tend to stick with consultant who we had good experience with in past projects. There are also ‘ black list ‘ the ones to avoid at all cost. Have you work in a corporate setting in Australia before you decided to go solo/ you sound very green (sorry).
I have more than a decade of corporate experience, however, only around 4 years locally. I have a set of happy architects (past return clients) but they are not all decision makers to pick consultants and the list is not long enough to get pipeline for a new company on a market. I have created a database of local architects who ordered such service before but never met or worked with me. I am thinking how to approach them best to make a connection and be invited for services tenders. From that point I have all means to provide best value and customer service, I know how to get the job done well and keep clients happy.