como fazer planos para convencer o clientes
Although I understand Portuguese, I won't attempt to write it.
Here is my answer in English:
So you have an Arch. & Engineering firm that just opened.
First you need the basics:
1. Business Cards (my team can do design for you)
2. Nice booklets (magazine style) presentations, also called “sales sheets/books”
3. Beautiful looking website (my team can do this for you)
4. A dedicated focused target market – what industry has more potential for the skillsets/number of employees you have? For example, maybe residential design is better for you instead of large mining complex campuses.
5. A list of fellow engineers & architects
6. A list of all focused industry businesses that are immediately accessible to you in that area.
7. Add yourself to map search engines like google maps, or other sites like Yelp.com- the more the better.
Once you have that, make a plan of execution. This plan can be as simple as find a meet event and pass cards or as complex as involving social media, google advertisements, local site sponsorships, event networking, intro to engineering firms, intro to potential clients, etc.
I will give you an example, my team and I ran a marketing campaign for an engineering firm that was struggling after 2008. All their larger industrial and mining clients were walking away and postponing their construction needs. This engineering firm didn’t have any recognition in the city because most of the clients were in other states and countries but now it needed to get work from small companies in their city to be able to remain in business. One of the things we did was call real estate developers/real estate managers of empty property lots and asked for information on a random piece of land, if they had been sold we would ask to whom or for any further information on that property. We would then contact the firm that purchased the land. We also got them to be considered for one the local city’s “engineers on call” list which means that when the city needed work they would simply pick one of their already selected firms.
With purchased business cards and sales booklets showing capabilities, culture, experience and industries serviced we would introduce the firm to other local warehouse operators and leave with them the booklets and cards. We would mention that we did work with another company near and stopped by to offer our services to them for future needs.
We also introduced the company to general contractors, local small banks for homeowners who want to remodel, introduced the firm to project financing management teams (these are financiers that sponsor projects for an existing company as a sort of investment) as sponsors they get to control who builds, what costs are suitable, etc.. Getting in good terms with these groups helps a lot for larger projects.
You can also become a member of a local chamber of commerce meeting/group, introduce yourself to prospect clients and offer certain amount of hours heavily discounted or free so that they can better take advantage of a retro-fit that needs to be done or mechanical upgrade, or addition.
AO invés de tentar convencer os clientes, apresente o seu portefólio de obras. Tente mostrar o antes e o depois da sua intervenção.
No ramo da construção e arquitectura a arma mais poderosa que tem é usar os olhos dos seus potenciais clientes.
Quando eles virem o que você fez, como fez e qual era a situação antes das obras, eles ficarão convictos da qualidade do seu serviço.
Para conseguir vender seus serviços é necessário ter clareza na sua proposta de valor. Ou seja identificar o que nos seus serviços ou da forma de entregá-los fará a diferença para os seus clientes. Assim você precisa primeiro definir sua estratégia ("foco: reformas"), conhecer seus pontos fortes ("capacidade de entrega chave em mão") e seu mercado potencial (que perguntas você faria aos seus clientes ?). Fico a disposição para lhe ajudar na construção do seu plano de go-to-market.
Hi. No matter what you are selling.
Spend as much time as it takes to come up with answering this question..Why would I buy your product or service? This will give you your USP. From there you will develop your drive, your, passion, and your marketing voice. From this you will develop unstoppable perseverance for success.
From their, join all organizations related to your specialty, construction, architecture and hire a great marketing person.
Best of Luck,
Mike
From the Trenches to the Towers Marketing
I will be glad to help as my time permits.
