finding clients and selling may 09 roland hanekroot

New Perspectives Business Coaching 09

Finding Clients and Selling, RAIA CPD MAY 2009 1

Marketing your business (practice)



My Background... Roland Hanekroot

Shipwright/ Carpenter/ Builder 20 Years

Small Business Coach since 2004

Personal Coach, business consultant, small business mentor, small business advisor, brainstormer, asskicker, confidant



Clients of New Perspectives Business Coaching:

Owners of Small Businesses who want to:

Take back control of their business and their lives

Create sustainable business growth



Marketing is:

Doing what you love and sharing what you love with as many people as possible

Asking people to let you do what you love for them



The three messages for today:

The clearer you get about your uniqueness, the less competition you have

Besides hiring a “Good Architect”, clients “buy” you for many other reasons.

Marketing in 2009 is about being part of communities and sharing your passion.



The Life of Brian… You are all individuals...

http://www.youtube.com/watch?v=2T1LIrzsgqA



Marketing is also:

Making it easy for your client

Finding out how you can be a “Dream Come True” for your clients

Respecting your clients’ maturity



The first Important Questions:

1. What is absolutely unique about you as an architect and business owner and your business/practice?

2. What are you a specialist in...? 3. What else are you a Genius at...? 4. What else fires you up...?5. What else are you so passionate about, that you want to

shout it from the rooftops?6. Why have clients decided to choose you over anyone

else in the past and why would they choose you over anyone else next week.... Next year?

7. Why would they instead choose your best friend at uni... or the person sitting next to you here in the room?



Hitchhiker’s Guide to the Galaxy

42



Hitchhiker’s Guide to the Galaxy

Don’t Panic



“Adding Value”…

Join the Board of the Wayside Chapel Become active in your local surf club Start a website with useful tips on blah… Write a blog on Council approval processes Create a facebook community for small shopping

centre developers Write articles for the Wentworth courier on council

rezoning and development controls



The second Important Questions:

What are three of the skills/ experiences/ passions you have that did not come from architecture school?

How do those add to your uniqueness and genius as an architect

What communities/ Tribes are you part of now? What natural communities/ Tribes can you create and

build? What can you offer into those communities that is both

useful and valuable and genuine and generous while at the same time demonstrating your uniqueness and genius?



The Three Points again

The clearer you get about your uniqueness, the less competition you have

Besides hiring a “Good Architect”, clients “buy” you for many other reasons.

Marketing in 2009 is about being part of communities and sharing your passion.

finding clients and selling may 09 roland hanekroot

Business

small business advisor

small business mentor

business consultant

business ownerand

business practice

years small business

sustainable business

clients maturity