• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
practice clarity logo

Practice Clarity

  • Book
  • About
    • Consultancy
    • Jean Leathers
    • Testimonials
    • FAQ
  • Services
    • Business Consulting
    • Practice Clarification
    • Position Statement
    • Build Business Plan
    • Business Development
    • Presentation Improvement
    • Speaking
    • Workshops
  • Newsletters
    • 4 P’s of Marketing, Part 1 of 2
    • 4 P’s of Marketing, Part 2 of 2
    • 4 Types of Management Statements
    • Bring in New Business
    • Build Trusting Relationships
    • My Enduring Wish for Architects
    • Question Skillfully
    • The RFP Process
    • The RFP Process in 7 Steps
  • Insights + Events
  • Gallery
  • Contact

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.

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

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

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

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

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.

Primary Sidebar

Question Skillfully

  • 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
  • Build Trusting Relationships
  • 4 Types of Management Statements
  • Question Skillfully
  • 4 P’s of Marketing, Part 2 of 2
  • 4 P’s of Marketing, Part 1 of 2
  • The RFP Process in 7 Steps
  • Bring in New Business
  • The RFP Process
  • Cultivate Relationships That Lead to Work: For Architects & Designers
  • Marketing Newsletters for Architects