The Monday Morning Building Product Advisor
​Issue #85

Happy Labor Day (if you're in the US or Canada)!

Since I'll be relaxing & spending time with my family this weekend (and I'm guessing many of you will be, too), I'll keep today's post short.

So, I'll share a handful of links to some things you may have missed.

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But first, some context:

Over the past several months, I've been sharing my thoughts on several psychological triggers from Joe Sugarman's classic book, Triggers.

And how you can use those triggers as you build relationships with your ideal architect clients.

So, just in case (for whatever reason!) you haven't been sitting at your computer or phone constantly refreshing LinkedIn to make sure you see every single one of my posts...

...I went ahead and did you a solid!

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These are the 5 most popular triggers (be sure to add your like or comment if you agree):

• The Guilt trigger is really the reciprocity principle. Give first, and architects naturally feel a sense of obligation to give back.

• The Logic trigger helps architects justify their emotional decision before specifying your product.

• The Authority trigger leans on the fact that architects naturally trust & follow credible experts.

• The Exclusivity trigger grabs our attention, especially when we're choosing materials and products.

• The Satisfaction Conviction trigger uses your personal credibility to back up your promises.

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Remember to vote on your favorites by hitting "Like" or commenting on the ones you think you can use right away.

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​That's it for this week!

Cheers to building more than just buildings, and see you next week,

​

Neil "I'm Sleepin' In!" Sutton
​Architect | The Product Rep Coach

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P.S. Do you really want inside an architect's head?

When you’re ready, there are 3 ways you can start working with me:

• Product reps: If you want to be better at connecting with architects, hit reply, and let's chat.
• Business owners or Team Leaders: You can book an Architect Connections Training for your team. Hit reply, and I'll send you the details.
• Speaking: If you’d like me to present at an upcoming group meeting, reach out, and let’s talk!

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