Three rules for construction marketing success (for non marketers)

Here are three success rules for architectural, engineering and construction marketing

Do what you love doing

Many AEC professionals avoid business development and marketing activities because they believe they must “sell” and they want nothing to do with that.  This challenge can be overcome to a great degree by playing to your strengths — discern what you enjoy doing the most and focus whatever you do in that framework.

Put yourself near the people who could use your services

I advocate involvement and participation in client-focused associations and groups.  In other words, if you know most of your clients are school superintendents, see if you can join (as an associate member) relevant school superintendent associations.

Listen (and seek advice) from your best current clients

You like working with them, they like working with you, and they may have more business for you.  Best of all, it is quite likely that people and organizations with similar mind-sets will be good clients for you.

So here is a simple strategy.  Learn which associations and groups your clients support, join the groups and then volunteer for activities within the group which match your own interests and strengths.

This is not a geti-rich-quick approach to marketing.  If you are looking for a quick, easy and instant success program you may wait a long time.  If you follow the three rules, however, you will succeed in the medium-to-long term and you’ll enjoy the process along the way.

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