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Role of Architects in Driving ROI: Navigating Architectural Sales In the nuanced world of architectural sales, manufacturers often grapple with a fundamental question: “How frequently will architects specify our products?” At its core, this inquiry transcends mere frequency – it’s fundamentally about understanding the return on investment (ROI) in architectural sales and the strategic role architects play in this domain. The Significance of Architects in Product Specification Architects are pivotal in the construction and design

In the world of architectural sales, success hinges on effectively connecting with architects and design professionals. It’s about ensuring they not only know about your product line but also understand its features and benefits, enabling them to confidently recommend it to their clients. Unveiling the Architectural Rep Architectural representatives are the driving force behind these connections. They possess an in-depth knowledge of assigned product lines, often providing invaluable design guidance to clients. These reps can

Why is getting specified different than a sales lead? Getting your construction products specified by an architect, refers to the process of having architects and designers specify or include a particular product in the construction plans and specifications for a project. Getting specifying your construction products by architects and designers is an important step in the construction process, it determines which products are used in the project.  It also ensures the desired performance and aesthetic

Getting Specified on construction projects and still losing the sale.   Getting specified on a construction project and still losing the sale is a challenge for most brands.  You’ve spent hours attending meetings, answering questions and supplying samples to finally get your products specified. The design development phase is complete and next up – the bidding phase!   The bidding phase starts and your reps call the local distributors, installers, dealers and simply hope that

Guiding Architectural Sales Reps Navigating the intricacies of sales in the architectural product industry requires a nuanced approach. For building product manufacturers, ensuring that architectural sales representatives strike the right balance between being persuasive and respectful, without veering into being overly ‘salesy’ or too passive, is key to success. This balance is not just about making sales; it’s about building lasting relationships and effectively representing your brand. The architectural sales field is dynamic, influenced by

The five stages of architectural sales = ROI If you’re new to architectural sales, you may wonder, how does this all work? It’s a fair question that nearly every building product manufacturer has explored before, during, and after building an architectural sales force. Architectural sales teams operate differently than traditional sales in that architects and designers don’t buy products; they specify them. So architectural reps spend most of their time introducing products, gathering feedback, and