Approach Your Prospective Clients As Your Equal When Selling Your Professional Services…

I see this time and time again. Most architects or others who are selling professional services, approach a prospective client from a servile perspective, as if their future is in the hands of the prospect. This positions them as “yes-men” rather than the expert professionals they truly are. To be successful in selling your professional services, you need to gain your prospective client’s trust and respect. In order to achieve this, you need to position yourself as your prospective client’s equal, and as a professional expert who can help your prospective client with the current challenges s/he is facing with regards to your particular area of expertise.  Of course, you’re there to serve your prospective client; your best chance to accomplish this goal is to be his equal, not his minion.