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Stay in front of your target

7. June 2018 10:45

By: Joe Knobbe, Exclusive Woodworking

If you have a design professional that you currently do work for, network with them. They know who else does the type of work that would suit your business. Take them to lunch or invite them for dinner. Listen to them. They know more about their community than you probably do.

Tell them, then show them

When a design professional is interested in the information you can bring to the firm, consider hosting a tour of your facility. Let them see what you make and how you make it. If you have a CNC router, show it in operation. If a picture is worth a thousand words, then a good demonstration is worth a thousand pictures.

Sometimes it’s about being in the right place at the right time.

Over the years we’ve secured a significant amount of work by being in the right place at the right time. You may have an architect or designer who you’ve bid work for that does work in your market but have never had the opportunity to do any of their work. It’s important to stay in contact with these people because at some point the shop they are currently working with may stumble or just be too busy to get the project completed in time and this is a case where there can be an opportunity for you to step in and step up. This is your time to shine!

One of the best marketing items we ever gave out was travel mugs. It’s been 10 years since we did it and we still see them today. Any number of design professionals has commented that it’s a constant reminder.

For more tips on how to work with architects and designers, attend the session during IWF 2018.

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