Penetrating the world of architectural design firms can require complex sales and marketing strategies.
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For B2B professionals that sell to these companies, the industry's positive growth outlook makes the implementation of proven sales techniques more important than ever.
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How to Evaluate Sales Staff
Periodic staff assessment is essential for companies that sell in this industry. Businesses that achieve significant market share hire top-end producers and routinely evaluate them against performance goals and benchmarks.
Although annual reviews may suffice for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to architectural design firms.
Cost Analysis of Your Selling Tactics
Every part of your sales strategy is worthy of cost analysis. Business owners sometimes neglect cost considerations and instead, choose to invest in sales strategies that underperform in the area of ROI.
For example, even though it might seem logical to increase the size of your sales force to expand your base of architectural design firm customers, the additional labor overhead may be an inefficient decision from a cost analysis perspective.
Gaining Traction in the Marketplace
Every B2B business their product line will go viral throughout the industry. But viral marketing strategies are a far cry from money in the bank.
To succeed with architectural design firms, you'll want to apply a diverse mix of marketing strategies that funnel key messaging through multiple channels.
Many sellers purchase lead lists from recognized list providers. When it's time to shop for a lead list provider, we recommend Experian Business Services, an established vendor with a proven track record of delivering current and targeted lists of architectural design firm contacts.
Given your interest in selling and in architectural design firms, you might find these additional resources to be of interest.
If you have an existing architectural design firm, you are in the wrong spot. Try these useful resources:
If you want to start an architectural design firm, we have some better resources for you:
If you are looking for advice on selling to a different company type, peruse our alphabetical directory of sales guides below.