Architecture firms’ business planning is becoming increasingly sophisticated. Although the architecture billings index is more stable and even on the rise, closing new businesses remains a challenge. Client referrals and networking are no longer the only sources of new business for architects.
Three important lessons should be kept in mind when it comes to lead generation strategies for competing in today’s competitive marketplace.
New birthplace for leads is embraced
The process of finding potential new clients is known as lead generation. These are front-end marketing and business growth practices that are normally grouped together with the relationship-building phase.
Client referrals and technical networking have traditionally been the primary sources of leads for most principals and other C-suite executives.
Your lead generation strategies, on the other hand, must go beyond tapping into established clients if you want to see real progress. A full range of targeted online and offline initiatives is needed for truly successful lead generation today. Consider it a lead generation method that qualifies, nurtures, and converts leads into new business opportunities.
Understand that not all leads are equal
It doesn’t matter when some prospects are not prepared for the overall growth strategy when they are not ready to buy. Beyond the obvious, nurturing long-term leads has a positive side. These long-term prospects can also be great referral sources.
Non-client Referrals are Actively Promoted by educational materials
Many companies have historically thought of referrals as coming only from customers or colleagues in other sectors. These are some of the most popular referral sources, but they aren’t the only ones. In fact, according to our findings, 81.5 percent of buyers have received a referral from someone with whom they have never worked.
Where do the non-client referrals derive from?
- 5.5% are from people you have met before
- 94.5% are from your expertise, visibility, and reputation
94% percent of these recommendations are focused on a firm’s credibility, experience, or exposure. Just 5.5 % of these referrals are from someone who has previously encountered the referred firm. As a result, concentrating your energies on developing your firm’s brand (reputation x visibility) and demonstrating your expertise is critical for going beyond conventional client referrals and obtaining non-client referrals.
While conventional marketing strategies like networking and sponsorships can help raise brand awareness, determining their efficacy can be difficult. Creating a high-quality piece of content with a conversion action (e.g., Free Download: “A Guide to Cogeneration Plant Solutions”) increases leads, creates confidence, and extends the email list.
These valuable content pieces can be downloaded for free, but they require an email address or other contact information. The idea is that when someone does a search for a particular keyword term, they will be led to this resource page. The visitor can provide their email address and download the piece if the content on the page is important.
Educational content pieces should be carefully crafted to address the topics that matter most to your target audiences. This is referred to as “building the content funnel” in marketing terms. Your business should have a range of content that achieves three goals: attracting prospects, increasing interaction, and turning those prospects into clients.
If you are having issues handling the SEO for your business website, a lead generation agency in Dubai will help you with SEO so you can focus on other aspects of your business.
Stage 1- You must attract prospects
- Your blog posts and articles should cover topics that your target audience is interested in.
- Videos are a great way to quickly clarify complicated concepts and attract viewers.
- Convert tourists into prospects that can be nurtured.
Step 2- Build Engagement
- Executive guides, webinars, and books deepen engagement
- Helps the identification of new clients
- Speaking engagement gives a face-to-face interaction
Step 3- Opportunities must be turned into Clients
- Having personal interaction with a customer confirms that you have a solution to their dilemma.
- Prospects are skilled, the experience is demonstrated, and confidence is built through phone consultations and demonstrations.
The art of creating architecture leads will continue to grow, but today’s firm owners have a modern toolkit at their disposal. Embrace new online platforms, think beyond your immediate gains, and cultivate long-term prospects.