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Question Skillfully | August 2013

When it comes to building new client relationships, questions trump answers every time.

This seems contrary to the old school idea that when we meet with a potential client, we should be ready to tell them about our firm, our projects, and our credentials.

This self-centric focus is the exact opposite perspective we should bring to a prospective client meeting. The reason questions are so important is that asking questions immediately shifts one’s consciousness to other.

Question Skillfully | August 2013

How and Why To Question Skillfully

When it comes to building new client relationships, questions trump answers every time. This seems contrary to the old school idea that when we meet with a potential client, we should be ready to tell them about our firm, our projects, and our credentials. Instead, try shifts the focus from you, to them.

Question Skillfully | August 2013

Questioning Throughout a New Client Meeting

New client meetings follow an arc: opening, learning about the client, sharing about your firm (only if asked), and closing. Let’s take a look at each stage.

Question Skillfully | August 2013

Talk About Your Architecture Practice Only If Asked

We think that by being given the opportunity to meet, we’re being given carte blanche to talk about our firm, our projects, and the impressive client list we’ve amassed over the years. Nothing could be farther from the truth.

Question Skillfully | August 2013

Closing to Cultivate Relationships

Concluding the meeting skillfully is essential to determining the course of action. If the prospect has set an appointment time, it’s important to keep an eye on the time and conclude the meeting, or at a minimum note the time a few minutes before the meeting should end.

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Question Skillfully | August 2013

  • How and Why To Question Skillfully
  • Questioning Throughout a New Client Meeting
  • Talk About Your Architecture Practice Only If Asked
  • Closing to Cultivate Relationships

Browse More Newsletters for Architects

  • My Enduring Wish for Architects | January 2016
  • Build Trusting Relationships | April 2015
  • 4 Types of Management Statements | May 2014
  • Question Skillfully | August 2013
  • 4 P’s of Marketing, Part 2 of 2 | September 2012
  • 4 P’s of Marketing, Part 1 of 2 | May 2012
  • The RFP Process in 7 Steps | October 2011
  • Bring in New Business | June 2011
  • The RFP Process | January 2010
  • Cultivate Relationships That Lead to Work: For Architects & Designers
Practice Clarity
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