What’s Wrong With Architectural Specification Selling

And How to Get It Right

Another great Blog article by Mark Mitchell - See the Whizard

Key points:

Seeing Every Architect as the Same
Taking an Idealized View of Architects
Not Understanding What’s Involved in Changing a Spec
Using Out of Date Approaches - Lunch and learns, trade shows, ads, project information and product directories used to work well.
Not Respecting Your Time and Value - If a firm would like a lunch and learn they want to know what projects the firm is working on and if the product decision makers will be at the lunch and learn.
How to Actually Get Specified: Plant the Seeds and Wait

Contact me if you have any questions or suggestions.

Colin

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Colin Gilboy
Publisher - 4specs
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