Selling to Architects - Important Concepts to Know

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When selling to architects to build rapport and credibility you need to speak their language and understand their business.

Here are some important concepts you should know:

Construction Systems - you don't have to know everything but you should definitely know about the surrounding products to your product, or what other products are connected to your product. Fake it until you make it may be a great motto in many cases, but that isn't a good approach in this environment.

Specifications - knowing the relevant specs for your product and what compliance and approvals make your product unique. This a great sales tool because the spec could outline your competitive advantage over your competition.

Architectural Drawings - familiarize yourself with symbols, icons, types of drawings, sections, elevations. Do your research!

Purchasing and Submittals - is a subcontractor going to submit to a general contractor and the architect or engineer will review the submittals to approve their use. Understanding the nuances of the submittal as it pertain to your product and your competitors, to know your advantage.

Key Roles and Relationships - owner, architect, general contractor, subcontractors. Know who to sell to who and at what phase in the project. For instance, early on it will be the owner/architect but as the process proceeds it may be the general contractor. This could be about how to get payments approved, what is the timeline, and the interrelationships between the key players.

Purchasing and Submittal Links as promised:
Architectural submittals - https://www.robsonforensic.com/articl...

Contractual roles on a construction project as defined by the AIA201 contract: https://help.aiacontracts.org/public/...

Specifications: https://www.conspectusinc.com/blog/20...