attracting clients

[siliconbauhaus]

I've been searching and reading through the boards but so far haven't found any threads about pitching to clients.

 

I'm a architect but I've been doing 3d since 87 on a continuously on and off basis. I'm at the point now where working in a practice is becoming depressing and I'm seriously thinking of going freelance. I currently do the odd modelling job for a couple of people but nothing solely on my own. Unfortunatley I'm not the most outwardly going type of bloke so I know that will cause some potential issues in approching clients(like cold calling).

 

I know from the research I've done that within a 75mile radius of where I live there is only 1 company that does this type of work so I have to think that the market is potentially there. I'm looking to do this initially on a part time basis as with a wife/2 kids/mortgage/health ins to support I know I cant afford to just jump ship.

 

Any advice or past experiences would be most helpful and appreciated. I know there is an awful lot of talent frequenting this forum.

 

cheers,

 

patrick

[mbr]

Read David Wright's articles. Good, knowledgeable, and thorough readings that will shed some light on just about every angle of this profession.

I keep meaning to revist those...

 

Good luck. I, too, am an architect (at least by education) and have found that doing this, with a little architecture here and there, is much better than the other way around.

[siliconbauhaus]

thanks mate....I've read his article several times so far.Just looking for other opinions.

[skogskalle]

being outgoing and like to sell stuff is ofcourse a huuge plus... but its not the most important thing...

I started my own arch-viz business about 3 years ago, and I definetly wouldnt consider myself "outgoing"... frankly, I think speaking in front of groups of people I dont know (a new potential client for example) is scary as hell. However, this is something you have to do from time to time. you cant rely only on a nice website and mail-advertising all the time, especially in the beginning....

 

My business is starting to go really well now, but Im pretty sure that things wouldve gone alot faster if I was more outgoing and selling as a person.

however, if you do a good job, then youll slowly start to get a reputation, and after a while clients will contact you instead of the other way around.

just dont expect it to happen over a weekend.... these things take time...

 

ok.. im tired and Im rambling... but to sum up the above:

If youre really good at what you do, youre gonna make it sooner or later. If youre good at selling youll probably get there faster. if youre not good at what you go, being outgoing and selling isnt gonna help you much.

maybe you could start a business together with somebody else, someone who actually enjoys selling, so you can focus more on what you think is fun...

 

good luck dude!

[DennisHolland]

Hi Patrick,

 

First of all the David Wright articles are crucial 'literature' for every new artist in this field, worlwide. What I've done to grow in this business after an extensive background in advertising/communication to get clients and the jobs is a strong hunt for loyal contacts within' real-estate and projectdevelopment (because that's where the serious budgets are now a days). I'm lucky to be very outgoing and sales-orientated but as skogskjalle said, it will get you going but you won't come far if you aren't skilled for the job.

 

You need to gain airplay and the best way to do that is approach! Find your targets (mostly in business-networks such as BNI or a local network) mix among them at events, exhibitions and workshops. Get yourself a list of addresses in projectdevelopment from your local chambers of commerce (database) . Spread the word, go out and gain free publicity, give lectures etc. Sent uot a directmail campaign and don't forget to call after a week (so you don't have to do a cold call because you have a reason and an opening). Always combine a mailcampaign with a call-campaign afterwards. Include 1 of your finest renders in the directmail message. Cold calling or a directmail alone is not very helpfull in this business because you have to deal with large companies who have a 'buffer' on the phone (client-services, info@blahblah etc) Mailing + calling is more effective.

 

So what you need to do is search for a confrontation with the directors right away. Do you know architects in your area? Lots of them are working for projectdevelopers so there you have an entrance, use it effectively.

 

Shortly, it all comes down to the same phrases. The main focus should lay in networking, airplay in media, skills and getting into 'sales-mode'. Try to skip the part where you say you're a visualizer, instead you must let your targets know that you have a solution for better sales. Your artwork will speed up the sales of property in realty. Your renderings will give the architect the job he wants. Grow some selfconfidence because they all need you!

 

This all is, like the other replies, not magic, but it gives you insight in what you should do to gain publicity > jobs.

 

This helping hand would have a lot more impact when I had it written in Dutch and at the end it all comes down to the same but I do hope it helped you in some way, good luck and think positive!

 

Dennis

[rich]

Hi Patrick

 

I set up my own design business last year, specialising in Timber Frame Design (when i'm not designing computer mice), out of 50 odd emails sent to potential clients i'd get about 10 replies and maybe 1 or 2 definate offers of work, so its a bit of a slow process to begin with but if your a one man band then you only 1 or 2 clients to keep you going.

As to being out-going, i think the nature of design work the tends to attract quieter types, so i would'nt worry about that as long as you can show clients examples of your work and your quotes are reasonable you'll be ok.

 

Although you should be able to do most of your work at home you also have to prepared to travel to anywhere in the uk for meetings to get work.

 

As to finding work, just email as many developers & other architects as you can find, attaching 2 or 3 examples of your work & quoteing an hourly rate, they'll proberly want you to work for a fixed price but it gives them an idea of costs.

 

Say in the email that you will be calling them in a few days,(give them 3-4 days) to see if they have considered your proposal, that will give you a reason for calling them & you'll get a point of contact, remember that most emails will get looked at & forgotton, plus its much better than sitting & looking at the inbox hopeing for a replies which is very depressing.

 

You could spend some money on getting fancy bumf printed but as everything is done by email i would'nt bother, keep your costs as low as posible and try & find out if your eligable for working tax credits or other business start-up grants,

 

what ever you do, don't sit stewing, if you hate your present job, get out as quickly as posible.... so start emailing now

 

hope this is some use & best of luck,

 

rich

[siliconbauhaus]

Thanks to skogskalle, dennis and rich for your replies. All of you seem to share similar points and are very valid and usefull. I hope others will chip in their 2p's worth.

 

Going solo is the best thing for me I think, I just have to pull my finger out and get on with it.