Connect with huge architecture firms and gain new business through Architizer’s community marketplace for building-products.点击这里查看更多信息.
对于建筑产品制造商，了解您的受众是一半的战必发娱乐官方网站斗。如果您可以确定集体集团的共同需求，需求，疑虑和优先级 - 在这种情况下，练习架 - 您可以用语言与他们沟通，他们理解和表面解决方案最紧迫的问题。展示您对建筑师的理解，将赢得您的销售Architizer’s growing marketplace for building-products.It also serves to build trust in the long-term, establishing you as a reliable source of knowledge every time they specify a project.
A great way to do this is to build apersona典型客户，基于典型的客户，随着时间的推移，基于调查反馈，市场研究和与他们的持续沟通。例如，我们概述了下面的项目架构师的经典特征。
对于这个练习，我们将我们的角色命名为“Alex The Architect”，但它可能是Angela The Architect，Audrey The Architect或Andy Architect。他们的名字甚至不需要以“A”开头;我们只是喜欢头韵。重点是，“亚历克斯”只是一个模板 - 这些特征性格将从客户到客户变化，并且你的工作是要知道每种类型的建筑师并随着时间的推移建立清晰的照片。你所知道的越多，你就可以解决他们的需求越多 - 以及你将成为他们的不可或缺的不可或缺。
所以，让我们看看一些弥补“建筑师”的现代角色的一些最常见的成分：
通过iStock;信用：tanja_krivich
Values and Goals
Alex架构师在为她的项目选择建筑产品时重视以下因素：
- 设计质量的建筑产品。
- Timely communication with manufacturers.
- Technical insights on products.
- Honesty from manufacturers, particularly regarding price.
- 制造商的准确性。必发娱乐官方网站
As a project architect, Alex’s primary goal is to design and deliver a great-looking project — for her client, but also for her portfolio — and impress her boss by achieving all this in a timely manner. Alex values design quality above all, but often has to compromise based on her client’s budget and time frame.
Because she is always tight on time, she values quick, reliable communication from manufacturers, and technical insights that can help him come to the correct specifying decision. She values honesty from manufacturers — she doesn’t want to be sold something that is later found to be inappropriate or too expensive for her project, so she’d rather manufacturers are up front about what solutions they can provide.
不仅仅是任何东西，她都会在报价中的质量，价格和带薪的准确性，减少承包商的机会，将建筑产品进一步下行。
通过iStock;信用：Rogotanie.
挑战和痛点
Alex the architect’s daily gripes are as follows:
- She never has enough time.
- She feels trade shows and lunch-and-learns are inefficient ways to get information on building-products.
- 她讨厌在她的浏览器上经过十几个标签，以便为每个建筑物制作她的短名单。
- 她讨厌被卖给。
Alex does not have enough hours in the day for design, let alone specifying. In between BIM modeling, drafting schedules, making revisions and coordinating junior members of staff, she’s too busy to be constantly walking through trade shows, sitting through lunch-and-learns and flicking through vast building-product catalogues. Her preference is for a one-stop online shop for building-products with all the information she needs in one place.
亚历克斯不想出售 - 她希望解决她的设计问题而不是销售播放。亚历克斯讨厌冷呼叫，并希望在没有厂家的情况下找到她理想的产品，没有外部压力。必发娱乐官方网站
通过iStock;信用：Rogotanie.
信息来源
Alex seeks out information on building-products primarily from the following places:
- 在线平台。
- 建筑师同龄人。
- 建筑 - 产品制造商。必发娱乐官方网站
亚历克斯订阅了建筑物消化但现在几乎看起来。她偶尔坐在制造商举办的午餐和学习中，但它主要只是为了获得她作为AIA成员建筑师所需的持续专业发展信用。她用于建筑产品的灵感和信息的所有材料现在在线，在线，她可以在一个地方组织一切。
t以外的his, Alex relies most on her architect-peers for information on building-products. She trusts their review of building-products used in previous projects, and will specify based on this information most of the time. That said, she will listen to manufacturers that prove themselves to be a strong source of technical knowledge, particularly when it comes to performance factors for niche building-products.
通过iStock;信用：罗努尔
Role in the Specification Process
ALEX在项目的规范阶段期间建筑师的角色如下：
- She is the decision-maker.
- She passes on information to the spec writer.
- 她的目的是最大限度地减少规范的价值工程风险。
- 她将信息通信给她的同龄人。
As project architect, Alex is a decision-maker, and can make the call on whether or not your product gets into the specification documents. That said, Alex is always wary of the general contractor value-engineering her selections out for a cheaper product at a later stage. She therefore demands as much technical information as possible from the manufacturer to find the optimal product in terms of performance, so that the chance of it being substituted is minimized.
亚历克斯也有一个角色规范，无法忽略。当她通过完成项目来完成项目时，她可以看到最初的建筑产品，真正实现了她瞄准的外观和性能。从那时起，举行审查的建筑产品会发现他们对未来项目的规格，并将她对同龄产品的了解。必发365最新登陆网址
While these characteristics and behavioral patterns will vary from architect to architect, they will be pretty spot-on for many professionals. Architects love to seek out reliable sources of wisdom, and then become one of those sources of wisdom for their peers, completing a “knowledge loop” that provides value to the firm, project after project.
As a building-product manufacturer, you already know that understanding your core audience is the first step on the road to becoming a key part of that knowledge loop — and leveraging your expertise for cyclical success. Continually communicating with different architects will provide many more valuable insights into what makes them tick, but this guide provides a solid foundation. Once you’ve got it down, head over to Architizer and connect with them!
通过Architizer的建筑产品的社区市场获得AECOM，HOK和OMA等主要公司的领导。点击这里立即注册.
