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

—--

👇 Click the link below to grab the Architecture Business Blueprint 🎁

It’s the FREE step-by-step formula to freedom for architects, architectural technologists, and architectural designers.

https://architecturebusinessclub.com/blueprint

—--

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 🎁

👉...

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 🤝

👇 And if you enjoyed this episode…

Please leave a 5-star review or rating wherever you listen to podcasts, and don’t forget to hit the subscribe button so you never miss an episode.

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...

Jon shares the excitement for London Build 2024, taking place on 20th - 21st November at London Olympia. Discover why it's the UK's biggest construction show with over 35,000 attendees, 700 speakers, and 450 exhibitors. Jon talks about the opportunity for networking, CPD training workshops, and having some fun! He also invites you to his talk at 10am on Wednesday 20th November at London Build’s Skills & Marketing Hub. Don't miss out - grab your free tickets through the link in the show notes and connect with Jon on social media before London Build 2024.

Episode Highlights...

00:00 Introduction

01:43 What Is London Build?

02:14 Why Attend London Build?

03:13 Why Jon Is Excited About London Build

04:50 What Is Jon's London Build Talk About?

05:36 Where & When To Hear Jon's Talk

07:08 Why Attend Jon's Talk?

08:50 How to Get Tickets

10:02 Conclusion and Next Episode Preview

Key Takeaways...

What London Build 2024 Is All About: London Build 2024 is the UK’s biggest construction show. You’ll find over 35,000 people there, with more than 700 speakers across 12 stages, plus over 450 exhibitors. It’s packed with activities too: meet-the-buyer sessions, celebrity guests, music, DJs, networking parties, and more. It’s like a full-on festival for the construction world!

Why You Should Go to London Build 2024: This event is more than just a conference—it’s a place to meet people, learn new skills in CPD workshops, and connect with others in the industry. It’s also fun, with live music, a bar, and free entry for everyone. There’s a bit of everything to enjoy!

Jon’s Talk at the Event: Jon is excited to join London Build 2024 and will be giving his first talk at the event. His presentation, "The Simple Way to Stand Out from Your Competitors," covers how to find your niche, use content marketing, and build your personal brand. He’s looking forward to sharing ideas and meeting you at the event.

Links Mentioned In The Episode...

👉 Click here to grab your free tickets to London Build 2024 🎁

—--

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 🤝

👇 And if you enjoyed this episode…

Please leave a 5-star review or rating wherever you listen to podcasts, and don’t forget to hit the subscribe button so you never miss an episode.

In The Next Episode...

Next time Jon chats with architect Prachi Rampuria about the benefits of collaboration, in particular how it can help our industry’s approach to pressing issues like the climate crisis.

Jon explores architectural communications and business development with Robert Woodburn Park, a communications expert with over 25 years of experience. The discussion spans Robert's journey from working in practice to running his consultancy and the integration of storytelling with visuals in architecture. The conversation examines the evolution from traditional to digital media, providing practical marketing advice for small architectural practices. Topics include effective marketing strategies, the importance of a strategic focus, leveraging social media, and balancing brand building with lead generation. Robert introduces Beedier, a platform offering up-to-the-minute information, research, and news relating to business development, communications, and marketing for architects.

Today's Guest...

Robert Woodburn Park is a seasoned architectural communications expert, providing in-house graphics and marketing leadership for over 25 years for successful studios such as Allies and Morrison, Alison Brooks, PLP Architecture, and JTP. He now runs his own consultancy, and this year launched Beedier.com - a new media platform for architectural business development information.

Episode Highlights...

00:00 Introduction

01:52 Personal Interests and Hobbies

04:11 Early Days of Digital Communications in Architecture

09:03 Integrating Storytelling with Visuals

13:03 Transformative Changes in Architectural Communications

22:56 Balancing Brand Building and Lead Generation

29:52 Challenges for Smaller Firms

33:06 Introducing Beedier: A Resource for Architects

35:24 The Importance of Social Media for Architects

39:09 Key Elements of Business Development

42:01 Travel Stories and Favorite Places

45:12 Conclusion and Contact Information

Key Takeaways...

Strategic Communication in Architecture Marketing:

You need to focus your communication on what works best for your architecture practice. This means knowing the right ways to market, like using social media, websites, going to networking events, or getting PR. It helps create a clear and interesting story about your projects.

Balancing Brand Building and Lead Generation:

You should aim to split your marketing spend between building your brand (45%) and finding new clients (55%) to keep your business growing. Building your brand is about getting noticed (through awards, being featured, or being online), while lead generation brings in new projects and clients. Smaller practices should stick to what they’re good at and not try to do too much.

Importance of Storytelling and Visuals:

Telling the story behind your projects is really important. It makes your work more interesting and helps people remember it. Using strong stories with good images can help others better understand and appreciate your work.

Links Mentioned In The Episode...

👉 Visit Beedier

🎵 Listen to Beedier’s Alternative 80’s Playlist (curated by Jon) on Spotify 🎵

—--

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...

Jon discusses the opportunity and benefits of being a podcast guest with podcast expert, Colin Gray. The conversation covers how to prepare effectively, the importance of standing out with unique viewpoints, and the value of personal stories in connecting with audiences. Additionally, they provide practical advice for pitch strategies, the significance of post-appearance promotion, and insights on content creation for architects. Colin, founder of The Podcast Host and Alitu, shares tools and tips to help prospective guests thrive in their podcast debut and offers resources to aid new podcasters. Colin encourages simplicity, content quality, and authenticity as key elements of successful podcasting.

Today's Guest...

Colin Gray is a podcaster, speaker, PhD, and founder of ThePodcastHost.com and Alitu. ThePodcastHost.com is a huge audio, video, and written resource on how to create a successful show. Alitu.com is a podcast maker tool, designed to help you create your podcast in the easiest way possible, and with full creative control, including call recording, audio cleanup, audio editing, building your episode, and hosting your show.

Episode Highlights...

00:00 Introduction

01:28 Meet the Expert: Colin Gray

03:59 The Power of Podcasting for Architects

08:04 Crafting Your Unique Pitch

16:26 Preparing for Your Podcast Debut

21:43 Avoiding Common Podcast Pitfalls

26:24 The Importance of Spontaneity in Podcasting

27:22 Vocal Warm-Ups and Technical Preparations

30:35 Leveraging Podcast Appearances for Growth

38:10 Creating and Promoting Your Own Podcast

43:50 Final Thoughts and Key Takeaways

46:54 Favorite Travel Destinations

48:41 Conclusion and Resources

Key Takeaways...

Preparation is Key for Being a Podcast Guest:

Spend time identifying and crafting your unique viewpoints and stories that differentiate you in your industry. Proactively send prep questions to the host, which can guide the conversation and ensure you cover important points during the interview. Plan technical preparations, like testing software, ensuring no updates disrupt the recording, and doing vocal warm-ups to enhance your speaking performance.

Promote and Leverage Your Podcast Appearance:

Actively promote your podcast episode on your social media channels, email list, and website to help grow the show and build a favorable relationship with the host. Use the episode content in various ways, such as embedding it on your website, creating clips for social media, or adding it to playlists to maximise its value and reach. Consider reusing the episode content for your marketing materials or as a feature on your "About Me" page, which can be powerful in showcasing your expertise.

Simplify the Process When Starting Your Own Podcast:

Focus on the content rather than getting bogged down by gear and software choices. Use simple, reliable tools to begin with. Embrace a 'live recording' mindset for the first few episodes to avoid the overwhelming task of editing and improve your speaking skills naturally. Start recording and publishing episodes as quickly as possible to gain experience and feedback, which will help you refine and improve your show over time.

Links Mentioned In The Episode...

👉 Get Started Podcasting with (free) resources from The Podcast Host 🎁

👉 Create Your Podcast The Easy Way Using Alitu

👉 Connect with Colin Gray on LinkedIn

—--

Interested in working with Jon?

👉

Marketing expert Martin Huntbatch talks about automating lead generation for architecture practices. Jon & Martin explores strategies like using AI tools, creating engaging lead magnets, and driving traffic to digital resources. Martin shares insights on how to bridge the gap between problem-aware and solution-aware clients using content marketing. The episode also covers common mistakes in lead generation and the importance of automation to enhance your firm’s ability to attract new clients efficiently.

Today's Guest...

Martin Huntbach is the Chief Marketing Officer at ScoreApp - An AI-powered lead generation tool. Martin is also the co-founder of Jammy Digital, an award-winning content marketing agency. He also co-authored the best-selling book, Content Fortress, and often speaks about marketing on stages across the country.

Episode Highlights...

00:00 Introduction

01:16 Meet the Expert: Martin Huntbach

03:11 Understanding Lead Generation

08:04 Effective Lead Generation Strategies

16:51 Common Mistakes in Lead Generation

20:13 Best Types of Lead Magnets

26:57 Getting Started with Lead Generation

30:42 Conclusion and Key Takeaways

34:13 Final Thoughts and Farewell

Key Takeaways...

Importance of Automation in Lead Generation:

By using tools and developing strategies (like lead magnets) that work on autopilot, businesses can save time and effort, allowing them to focus on other critical aspects of their operations.

Creating Compelling Lead Magnets:

Create valuable and compelling lead magnets that provide prospective clients with tangible benefits in exchange for their contact information. Examples include PDFs, online assessments, and wait lists, all aimed at converting traffic into potential clients effectively.

Consistent Content Creation and Traffic Generation:

Consistently creating and sharing valuable content is important in driving traffic to lead conversion pages. This content helps educate potential clients, builds trust, and keeps the business top-of-mind, eventually leading to increased conversions and business growth.

Links Mentioned In The Episode...

👉 Get a (free) video course on lead generation in today’s world 🎁

—--

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 🤝

👇 And if you enjoyed this episode…

Please leave a 5-star review or rating wherever you listen to podcasts, and don’t forget to hit the subscribe button so you never miss an episode.

In The Next Episode...

Next time Jon chats with Colin Gray about being a podcast guest.

Jon discusses the importance of attending events like the Chartered Institute of Architectural Technologists' (CIAT) AT Awards, even if you're not a nominee or an architectural technologist. Jon shares his positive experiences from the 2023 AT Awards, highlighting the friendly atmosphere, valuable networking opportunities, and unexpected benefits such as new business connections and professional growth.

Episode Highlights...

00:00 Introduction

01:28 Overview of the AT Awards

02:39 Common Misconceptions About the AT Awards

03:10 Personal Experience at the AT Awards

05:23 Networking and Opportunities

08:35 Excitement for the Upcoming AT Awards

09:32 Encouragement to Attend and Final Thoughts

11:33 Conclusion and Next Episode Preview

Key Takeaways...

Value of In-Person Networking: Attending events like the AT Awards provides unique opportunities to connect with industry professionals in person, which can lead to unexpected and valuable opportunities, such as meeting online connections, industry leaders, and making new contacts. Jon shares his experience of meeting influential figures and gaining new opportunities, underscoring the benefit of face-to-face interactions over virtual ones.

Dismantling Misconceptions: There are common misconceptions about industry award events, such as they are only for nominees or they are too formal and boring. Jon's personal experience dispels these myths by highlighting the friendly atmosphere, the networking opportunities, and the enjoyable aspects (like free drinks and after-parties!) making a strong case for attending even if you’re not a nominee.

Personal and Professional Growth: Attending events can also serve as a break from the usual routine and promote personal growth. Jon mentions how stepping out of his comfort zone to attend the AT Awards proved beneficial, not only socially and professionally but also by providing inspiration and motivation. These events offer a fresh perspective and new ideas, contributing to the growth of an individual's career and business.

Links Mentioned In The Episode...

👉 Click here to grab your ticket for the AT Awards 2024

—--

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 🤝

👇 And if you enjoyed this episode…

Please leave a 5-star review or rating wherever you listen to podcasts, and don’t forget to hit the subscribe button so you never miss an episode.

In The Next Episode...

Next time, Jon is joined by Martin Huntbach to talk about lead generation.