Jon continues his chat from the previous episode with sales expert Helen Tebay. They discuss practical tips to convert cold leads into hot sales. Helen shares advice on dealing with unresponsive clients and the importance of booking follow-up steps during initial calls. They also cover strategies for getting video testimonials and staying focused during slow periods. Jon shares why proactive outreach and customer-focused communication are so important.

Today's Guest...

Helen Tebay helps service-based business owners like coaches, consultants, and experts to sell and market their businesses. Win more 4 and 5-figure clients faster. Feel better about selling and learn how to sell better.

Episode Highlights...

00:00 Introduction

01:20 Dealing with Ghosted Leads

02:18 Booking Follow-Up Calls

04:39 Direct Communication Strategies

09:36 Staying Focused During Slow Months

12:42 Understanding Client Value

14:52 Gathering Client Testimonials

16:17 Leveraging Video Testimonials

24:18 Real and Relatable Marketing

25:48 Final Thoughts and Key Takeaways

27:17 Favorite Travel Destinations

28:34 Where to Find Helen Online

29:10 Closing Remarks and Next Episode Teaser

Key Takeaways...

Importance of Following Up and Being Clear

You should always schedule a follow-up call straight after your first meeting or sending a proposal. This keeps things moving and stops leads from disappearing. Be clear and direct when reaching out again, whether it’s through an email or a phone call. It helps you get answers and restart any stalled conversations.

Staying Active When Business is Slow

During quiet times, stay focused by taking small but effective steps. Have meaningful chats with potential clients, share helpful advice, or highlight past client wins. Doing things like hosting a live session or posting success stories keeps your name out there and shows you’re still open for business.

Keeping Your Marketing Real

People connect with what’s real. Instead of polished ads or perfect videos, try sharing behind-the-scenes clips or genuine client stories. This shows the true side of your work and helps build trust with new clients who can see what it’s like to work with you.

Links Mentioned In The Episode...

Connect with Helen on LinkedIn

Visit Helen’s Website

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https://architecturebusinessclub.com/blueprint

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Resources…

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👉...

Jon and guest Helen Tebay discuss how small architecture firms can overcome a sales slump. They talk about the importance of staying calm, being consistent, and focusing on problem-solving. They share tips on how to re-engage with past clients, use content to answer questions, and look back at successful months to find patterns. Helen also compares sales strategies to dog training, highlighting the need for consistency and the right energy. Tune in for practical advice on getting more sales for your architecture practice!

Today's Guest...

Helen Tebay helps service-based business owners like coaches, consultants, and experts to sell and market their businesses. Win more 4 and 5-figure clients faster. Feel better about selling and learn how to sell better.

Episode Highlights...

00:00 Introduction

01:48 Dog Training and Sales Parallels

04:14 Staying Calm During Sales Slumps

06:52 Analysing Past Successes

13:22 Reconnecting with Past Clients

20:36 Creative Marketing Strategies

24:54 Quick Sales Tips for Architects

29:10 Conclusion and Next Episode Teaser

Key Takeaways...

Staying Calm and Solving Problems When Sales Drop:

If sales slow down, try not to worry. Instead of panicking, look back at what worked well before. Think about what actions and mindsets led to good sales times. Staying calm and focused on solutions will help you handle slow sales periods better.

Reconnecting with Past Clients:

Reaching out to past clients or leads is a good way to get new sales quickly. A follow-up message can remind them of your work and bring them back. Personal messages, like checking in or suggesting new services, can make them feel valued and more likely to return.

Showing Value and Easing Client Worries:

Help clients feel more comfortable by sharing helpful info. Create videos or articles that answer common questions or show what to expect in the architecture process. Showing successful projects and sharing client stories can also help build trust and show that your services are worth it.

Links Mentioned In The Episode...

Connect with Helen on LinkedIn

Visit Helen’s Website

—--

Interested in working with Jon?

👉 Book a chat with Jon to explore working with him 📞

Resources…

👉 Grab the Architecture Business Blueprint 🎁

It’s the step-by-step formula to freedom for architects, architectural technologists, and architectural designers. Get it today (without any charge).

👉 Join our (free) WhatsApp Discussion Group 🎁

👉 Follow or Connect with Jon on LinkedIn 🤝

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In The Next Episode...

You can hear Part 2 of my conversation with Helen in the next episode.

Jon talks to Prachi Rampuria, co-founder of Eco Responsive Environments, about how collaboration can change small architecture practices and help solve big problems like climate change. Prachi discusses the benefits of working together and shares real-life examples from her projects. They also talk about the challenges of professional silos and how to overcome them. Learn tips on communication, maintaining relationships, and the importance of listening. Discover how teamwork can lead to innovation and a better future for architecture.

Today's Guest...

Prachi Rampuria is a co-founding director of EcoResponsive Environments, an award-winning urban design and architectural practice with a singular mission: using a complex-systems approach, they design to support health and wellbeing. As a consultancy, their services include feasibility studies, visioning and development briefs, outline and detailed planning applications, strategic master planning, public realm and regeneration strategies, research publications, and teaching. Prachi is a Design Council Expert, teaches at Oxford Brookes University’s MAUD course, and sits on multiple Quality Review Panels. She has also co-authored a book titled 'EcoResponsive Environments' published by Routledge in 2024.

Episode Highlights...

00:00 Introduction

01:16 Meet Prachi Rampuria

04:42 The Importance of Collaboration in Tackling Global Challenges

09:16 How Collaboration Can Lead To Innovation

17:16 Overcoming Professional Silos

25:57 Benefits of Collaboration for Small Practices

28:22 Challenges and Solutions in Collaborative Projects

33:23 Future of Collaboration in Architecture

37:48 Conclusion and Key Takeaways

38:46 Favorite Places and Final Thoughts

42:01 Outro and Next Episode Preview

Key Takeaways...

Working Together: Teaming up is one of the best ways to solve big problems, like climate change. As a small practice, you can bring in other experts to share ideas and create fresh solutions. Working together can also help you stay flexible and save money by creating teams that fit each project.

Breaking Down Walls: For good teamwork, you need to get rid of “walls” between different job roles. This means respecting other people’s skills, listening closely, and being okay with asking questions if you don’t know something. Building trust and keeping clear communication will help everyone work better together.

New Ideas from Different Minds: New ideas often come when different people share their views. When you collaborate and involve a mix of experts early on, it’s easier to tackle complex issues and find solutions that one team alone might not achieve.

Links Mentioned In The Episode...

Visit the EcoResponsive Environments Website

Connect with Prachi on LinkedIn

—--

Interested in working with Jon?

👉 Book a chat with Jon to explore working with him 📞

Resources…

👉 Grab the Architecture Business Blueprint 🎁

It’s the step-by-step formula to freedom for architects, architectural technologists, and architectural designers. Get it today (without any charge).

👉 Join our (free) WhatsApp Discussion...