Weekly articles about all things related to obtaining and retaining best-fit clients.

Client acquisition.

Client acquisition is hard enough without making it harder, and we often make it harder by not having specific data points on why you signed a new client. We know our client roster falls into several buckets: referrals, inbound, and partnerships. 


For referrals, asking the following questions will help you gather the data to move forward strategically.


Question: Who referred Mike?
Answer: James Smith


Question: Why did James refer Mike?
Answer: James said the finished house exceeded his expectations, and the communication and information provided at every step resolved many of his concerns. 


Question: What systems and processes did we use in James’s project?
Answer: We didn't have a specific system; however, we had a smaller client roster at the time, so David, the project manager, could stay two to three steps ahead. 


Question: Given that the client roster is larger, how can we deliver the same level of communication and information that helped James refer Mike?
Answer: Systems and processes. 


Asking the right questions at the right time is a powerful way to gain clarity on how to get new clients. Now it is your turn to ask the questions.

Know whom you are speaking to. 

When a user visits your site, they come from somewhere: a referral, an ad, a Google search. Once on your website, they have specific questions they want answered to decide whether to move to the next stage, send an email, or pick up the phone. When they email or call, you have earned their trust. You earned it by knowing whom you serve, their pain, and how to answer it using industry-appropriate language.

On your industry-specific pages and case studies, aim to speak their language and answer their questions. 

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Sign up to join a small group of architects whose sole goal is to build and maintain a thriving architecture practice.

Each week, I will share a short article to help you think deeply about how to attract and retain the best-fit clients.

You’ll receive the articles via email. I will never sell or share your email address.

Subscribe

Sign up to join a small group of architects whose sole goal is to build and maintain a thriving architecture practice.

Each week, I will share a short article to help you think deeply about how to attract and retain the best-fit clients.

You’ll receive the articles via email. I will never sell or share your email address.

Why me, why my practice? 

The dreaded why question. Knowing the answer is key in creating separation between you and the countless other practices that do nearly exactly the same thing, well, on the surface at least. Knowing the answer lets you focus on what you do best: show up and deliver the results your clients want.

Knowing the answer opens up the door to another question: what am I not good at? Or where do I need to level up? These are good questions when you use them to deliver better and better work in the type of work you do best. Conversely, we can ask, what am I not as good at as my closest competitors? Where do I need to level up?

Focusing on strengthening what separates you from other practices creates further separation from your closest competition. This separation enables you to stand out and own a position. Focusing on what everyone else is doing and working to match their expertise does the opposite: you become more similar, you stand out less, and own less of a position in the marketplace than at the start.

What are you going to focus on? 

The ideas, the words, 100% human, 100% me - not an AI.

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