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This is a discussion group for Architects. Topics ranging from Business Development to Design Issues will be posted here.

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Feb
3
2008

Business Development: Managing Referrals & Lead Generation

Posted by Marg Edwards

Business development through referrals and lead generation will be critical as the economy slows down. What are the best tools for managing lead generation? Are the tools tailored to the Architectural and Engineering communities?

   
Reply posted on 04 February 2008 10:11 AM
Robert Levine
Allied North America of New York, LLC

Marge,

Regardless of what you are selling, the most effective selling comes from re-selling existing clients or from direct introductions from an existing client to a prospect that fits your appetitie. The simple answer is just ask.
Find prospects you want to speak to. Identify which of your current clients can introduce them to you and ask for your help.

Try this exercise. List all the products your company sells. Select your top 10 clients and mark off which products they currently buy from you. Then identify the products you sell that each client is not buying from you. Your next step is to contact your client. Sell them the other products.

Happy Selling.

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Reply posted on 12 March 2008 04:10 AM
KP Reddy
RCMS - http://www.rcmsgroup.com

I agree it is always easier to sell to clients vs. prospects. Having new service offerings for existing clients is also a great idea. We find that many of our clients offer our BIM and 3D Animation services as an add-on service and are able to generate more revenue and profit without any investment.

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