In a recent posting, I asked if anyone was interested in my re-posting an old item (06 Jul. '16) on "finding clients". A request was received, so, here's an updated, elaborated version of it...
Finding Clients:
Do Odd Jobs, Have Specialties:
Again, I'm a sole-practitioner, all-Manual, small-projects guy, with a home office. My specialties include dealing with tight sites, solving tortured roofline issues, laying-out good "social kitchens", rebuilding-and-adapting the structural abuse that's occurred in old buildings etc. Some of the conditions I've seen are horrendous, implying that only the spider-webs are now holding-up the building. And yes, occasionally, my first question is; "Could we discuss this outside?!"
And, in-between:
The "odd-balls" above are great; I enjoy a good challenge, and their Owners are usually very appreciative of having their messes cleaned up.
But, an odd-ball is exactly that; not the daily fare. So sure, there are the simple additions-&-renovations, Code fixes, etc., that keep the home-office running. Ah, but --- even these "mundane" jobs can be done well, or not. One of the things I most-enjoy hearing is, "Wow, I never thought of that!"
So, where do Prospects come from?
Referrals:
The "Odd Jobs & Specialties" work, especially, comes from referrals. Referrals are generally from Contractors and Clients, but also from the larger Arky offices in the area, who generally could never touch a tiny thing like a house addition. People look at the Arky listings, see a name they recognize, and call that number. It's typically a major office, so the person is referred to me! Other referrals come from Builders' groups, and other business people with whom I've had contact / done business.
Home Show:
Lots of contacts are found in this area's most-prominent local Home Show in late March, which I've been in for 25 years. I really enjoy that 4-day event (12 days with set-up, breakdown, recuperation, etc., 30 days with updates, presentation materials, new lists & literature, plus the first round of follow-ups, notes for next year, etc., etc.,...). Lots of "Prospect Cards" filled-in (32 this year!) result in maybe 30% being "real", as in leading to actual projects. All the folks I speak with at the Show get literature that outlines Architectural Services in some detail, including the "Initial Consultation Fee" (see ICF at bottom). I've got retainers on 5 of this year's Prospects so far, and some others "look serious".
Website:
My modest website (
www.wmjdevlinarchitect.com) has yielded good results. It needs updating, but will remain as a "static" site. Years ago, a friend at an AIA meeting was very proud of his new site, with various inter-active elements, frequent postings, etc. I've always known, that was
not for me; I'm alone, and just can't keep-up with all that stuff. And, "sure-'nuff", that same friend, several months later, was complaining of being "wiped-out-tired", from trying to keep-up with his site...
Yellow Pages:
Yup, print ads; many of my Prospects are older, and still grab the phonebook (as do I). So, I've been carrying ads in 2 or 3 local books. One problem; as phone companies have merged and degenerated, the now-separate "Media" company that does the ads in my books is such a pain-in-the-butt that I'm considering giving-up on those ads...
Other Media:
At the Home Show, there are 2 publications handed-out to attendees; one is the Show's own Guide, and one is a similar guide done by a local weekly paper. I've gotten a few calls on those, and at least one job.
For Program booklets for certain events, I'll sometimes place an ad. Results; unknown. There's another one that I might try this year.
Free tickets:
The Home Show sells tickets to Vendors at half-price, for "promo" purposes, etc. I shower those on current Clients & Prospects, some friends and my vendors, etc. Specific Prospect results; unknown.
Business cards, 3-fold flyer:
At events & meetings, I'll hand-out a few cards, as part of a conversation, etc. If I'm thinking, I'll have some of my 8-1/2"x 11" 3-fold flyers on me to hand-out w/ the card. The flyer has a brief outline of Architectural Services, and several examples of my work (color photo + a few lines of description). I keep some in the car.
Huh?:
When I ask new Prospects how they came to call me, about a third say, they've "seen your work", or "heard your name", with no specific source of spotting my name, so, there's no actual ad, or other source, to "attach to" those folks.
Next?:
As I've driven-around, I've noticed tiny houses on small lots in good areas, along with a few "mid-century FLW" houses by local Taliesin grad, Elroy Webber. There are also a few "Tech-Built"-style houses (in '67-'68, I worked in Karl Koch's office). My idea is, to "proposition" those Owners with a cover letter, a card, and the 3-fold flyer, explaining my specialties, and asking that they contact me if they are thinking of renovations / additions...
ICF...Finding Serious Prospects...:
With rare exceptions, for my initial visit, I charge an "Initial Consultation Fee", "credited to the Retainer if we proceed". This helps identify the serious prospects. I started this after wasting 7-or-8 hours on an especially bad tire-kicker 20+ years ago. It started at $100.00, peaking at $300.00 in '07-'08. After the crash, I waited a couple of years, then eased-it-back-in at $100.00. It's back-up to $200.00 now, although I occasionally fudge it down a tad, if I'm feeling hesitancy on someone who sounds good.
Hope this helps!