If you’re a natural sales person you’ll probably have no qualms about this, but one of the reasons that people don’t like calling about a job is that it feels like cold calling. And we all know the clichés about cold calling and how annoying it is.
But think of it this way: architects need builders just as much as builders need architects. If there’s a project to talk about, you know they need a good builder! Think of it as matchmaking, or brokering. You’re providing an answer to the question that you know they have – the question of who is going to do the work. Think of yourself as the solution to their problem, and you’ll realise that your call is far from a nuisance.
Now that you’re picking up and dialing, consider how you want to come across. Your tone of voice has a big part to play here. Think of it like acting: no matter how you feel, project your voice in a friendly, warm and professional way.
Smile when you’re on the phone. I know that sounds corny, but any radio broadcaster will tell you the same. Your listener will sense the warmth of a smile. It brings a brightness and positivity to your tone. You only have one tool to work with when you’re on the phone and that’s your voice – so make the most of it!
If you can, inject a little humour into the conversation, too. They will certainly remember you, for all the best reasons.
Occasionally, an architect has all the builders they need and will turn you away. But that’s not how it usually goes. Most architects are always open to good builders.
Of course it’s disappointing to be turned down, but how we deal with it is important. Reject the pushy stereotypes and respect a “no” answer when it’s given. Never argue. If the job is gone or they already have someone lined up, don’t try to force your way in. That will only damage the prospects of future work. A gracious response to a negative answer will win you respect, and that’s helping to build the relationship for the future.
If they say it’s already gone to tender? Smile, and wish them well with the job. Afterwards, you can ask about future job opportunities. A call is rarely wasted, and if you’ve come across well, you will have got on the architect’s radar.
Sales is a long term discipline. It’s also a learned skill, and that means that practice makes perfect. Don’t be disappointed if you feel out of your depth at first. The more you call, the better you’ll get. One way to improve your skills is to listen to someone who knows how to do it. It can be very helpful to spend an hour listening to an expert, observing how they prepare and how they introduce themselves.
We can help you with this directly - you can hire a CMS professional for some coaching. They call and you listen. Then you call, and they listen. This can be a insightful way to spend half a day, and it can quickly boost your confidence.
