DIpartner.com releases a 72-page PowerPoint presentation, complete with more than 50 full-color pictures of theaters, subsystems, components, and home living lifestyles. Find it at www.dipartner.com
It was a marketing tool so obvious to me that it took a phone call from one of my friendly competitors to validate it. Chris had been driving around one of the affluent Boston suburban communities, looking for construction sites to wander onto, introduce himself, and pitch his services (sound familiar?). This particular, secluded site, revealed a virtual treasure for him and his integration company. Unfortunately for him, as he found his way into the builders' trailer and flipped through the construction documents, Chris saw our name clearly printed on every single page, in the architect's banner, listed as the "Systems Integrator". Chris left, and then called to congratulate me on landing such a huge project.
This is the true "holy grail" of any company; to be brought in to a project so early that even the builder must seek your input as he prepares his bidding documents for the electricians, carpenters, masons, etc. Once we were "on the plans", the job was a lock.
How did we achieve this? It's all about the relationships. Sure many of us have a tight relationship with a client (or two?) that would insist in our project involvement. But better yet, build a strong relationship with an architect and he/she will bring you in on many projects over many years. Lock in several architects and, well, you get the point.
The best way to build a relationship with an architect is to meet - in person. Advertising is OK if you are seeking to reinforce a relationship (i.e. remind people you exist). But to actually get a referral… well they need to know you. And be comfortable working with your team.
This presentation was developed to do exactly that - build a rapport with an architect (or firm) and establish yourself as a resource who can be called in - hopefully very early on - to assist in plan development for a project.
Continuing education is a requirement for an architect to maintain AIA certification (CEUs). They are accustomed to attending lectures and bringing vendors to their offices to present "what's new". This presentation is planned as a 1 -1/2 hour event, though it can easily become a three -hour course simply by delving a bit deeper into the content of each slide; or edited down to be shorter or presented as a series. There are three highly effective ways this presentation should be delivered:
At local AIA events. The event planners always need fresh content, and seek technology providers. A side benefit - most local AIA affiliates can bring you in under their CEU "umbrella", thus allowing you to offer CEUs to the attending architects.
Host an event in your facility; invite several firms; provide food, drink, and a tour of your facility. Invite the local AIA executive and just maybe they'll bring along their CEU coverage…
Deliver a "bag lunch" to the firm`s office. Vendors do this all the time - fill their bellies with lunch and their minds with cool stuff. Contact the architects' librarian; that's who will likely keep the education schedule. Bring along a few samples (keypads, wall plates, etc) and a plate of sandwiches, cookies and drinks. You will have a very captive - and appreciative - audience.
Bear in mind this presentation is equally valuable to builders AND interior designers.
This is a very valuable tool and a strong marketing opportunity for you to establish your firm as a valuable resource to the design community.
What`s Included: A 72 -page PowerPoint presentation, complete with more than 50 full -color pictures of theaters, subsystems, components, and home living lifestyles.
Detailed notes have been included on nearly every page to help script the presentation.
The D.I. Guide to Presenting, a nine -page guide book.
A course evaluation for attendees.
A Photoshop file of the slide background that can be used to change the color to match your logo (contact us for customization).
Find this presentation at www.dipartner.com