Cum ajunge clientul la tine? Folosind Google Search: arhitect?<\/h2>\n\n\n\n
C\u00e2nd ai folosit un cuv\u00e2nt at\u00e2t de concis \u00een c\u0103ut\u0103rile tale?<\/p>\n\n\n\n
S\u0103 presupunem c\u0103-\u021bi cumperi un laptop. Vei c\u0103uta laptop?<\/p>\n\n\n\n
Nu, oamenii vor un laptop pentru ceva anume. Dac\u0103 faci proiectare, ai nevoie de un anumit fel de laptop. Dac\u0103 joci jocuri, altfel de laptop. Dac\u0103 ai nevoie de un laptop pentru \u201e\u0103la micu\u201d, alt fel de laptop.<\/p>\n\n\n\n
Ok, unii au deja un laptop, vor s\u0103-l schimbe pentru c\u0103 vor un disc mai mare, mai mult\u0103 memorie, un ecran mai mare sau mai mic\u2026. Le place sau nu brandul pe care \u00eel au, sau vor un laptop ca al lui Mihai.<\/p>\n\n\n\n
\u00cenainte de orice, cump\u0103r\u0103torii de laptopuri se documenteaz\u0103. Caut\u0103 cea mai bun\u0103 solu\u021bie pentru problema lor.<\/p>\n\n\n\n
C\u00e2nd este arhitectul o solu\u021bie? C\u00e2nd cineva a mai construit, \u0219tie c\u0103 are nevoie de un arhitect. Dar atunci mai degrab\u0103 discut\u0103 cu arhitectul pe care \u00eel \u0219tie. Este o persoan\u0103 instruit\u0103, \u0219tie c\u0103 are nevoie de un arhitect. Cum alege un arhitect? Ce-i spune acelui arhitect? Cum \u0219tie c\u0103 acel arhitect va proiecta ce \u0219i-ar dori el? Cum \u0219tie c\u0103 va avea o rela\u021bie bun\u0103 cu arhitectul? C\u00e2t de bun este arhitectul pe care-l recomand\u0103 Mihai, cel care are \u0219i un laptop foarte \u0219mecher?<\/p>\n\n\n\n<\/figure>\n\n\n\n
Ce caut\u0103 clientul care ar trebuie s\u0103 te g\u0103seasc\u0103 pe tine, arhitectul?<\/h2>\n\n\n\n
Ca \u0219i la laptop, \u00eent\u00e2i se documenteaz\u0103.<\/p>\n\n\n\n
Documentarea, research-ul pe care fiecare dintre noi \u00eel face, este rezolvarea unei probleme.<\/p>\n\n\n\n
Poten\u021bialul client va porni de la ceea ce \u0219tie deja. Are nevoie de un teren. Vrea s\u0103 construiasc\u0103 o cas\u0103 a\u0219a \u0219i pe dincolo. Are c\u00e2teva imagini \u00een minte. Nu sunt coerente, nu fac parte din aceea\u0219i poveste, dar are idee. \u0218tie c\u0103 are nevoie de bani.<\/p>\n\n\n\n
Ce nu \u0219tie? \u0218tie c\u00e2t va costa acea cas\u0103? Sau crede\u021bi c\u0103-l va interesa doar c\u00e2t cost\u0103 un arhitect? Ce va c\u0103uta? Pre\u021buri de proiectare, sau pre\u021buri de construc\u021bie? Are teren. Va c\u0103uta informa\u021bii despre cum se poate construi pe acel teren? Nu are teren, va c\u0103uta un teren? Ce fel de teren? Unde? Cum? C\u00e2t cost\u0103\u2026.<\/p>\n\n\n\n
Dintr-o dat\u0103, ideea de a-\u0219i construi o cas\u0103 nu mai este un vis de visat cu ochii deschi\u0219i. Ideea de a-\u0219i construi o cas\u0103 devine un ghem de probleme.<\/p>\n\n\n\n
Cum rezolv\u0103m problema?<\/h3>\n\n\n\n
Teoriile psihologilor ne arat\u0103 cum rezolv\u0103m problemele. \u00cent\u00e2lnim o problem\u0103, \u00eei g\u0103sim rezolvarea. La a doua problem\u0103, \u00eencerc\u0103m acela\u0219i algoritm, dac\u0103 se poate. Pornim chiar mai departe cu aceast\u0103 rezolvare, chiar dac\u0103 ea poate fi gre\u0219it\u0103. De-abia la proba contrarie \u00eencerc\u0103m s\u0103 ajust\u0103m r\u0103spunsul.<\/p>\n\n\n\n
Copiii \u00eenva\u021b\u0103 c\u0103 este firesc s\u0103 li se r\u0103spund\u0103 c\u00e2nd se adreseaz\u0103 unui adult. Adultul le va r\u0103spunde prietenos. C\u00e2nd mai cresc, ei descoper\u0103 c\u0103 unii pur \u0219i simplu \u00eei ignor\u0103. Al\u021bii nu sunt prieteno\u0219i. Copilul va descoperi o problem\u0103. Cum poate anticipa reac\u021bia adultului?<\/p>\n\n\n\n
Creierul nostru are p\u0103r\u021bi dedicate identific\u0103rii fe\u021belor\/emo\u021biilor\/sentimentelor. Suntem adev\u0103rate ma\u0219ini de recunoa\u0219tere facial\u0103. Acestea sunt dezvolt\u0103ri care vin din rezolvarea unei dileme extrem de importante, ap\u0103rute c\u00e2nd eram copii.<\/p>\n\n\n\n
Pu\u021bini sunt cei care \u00eenva\u021b\u0103 din copil\u0103rie ce trebuie s\u0103 faci c\u00e2nd construie\u0219ti o cas\u0103. \u00cen trecut, toat\u0103 lumea construia la fel. Casele se construiau dup\u0103 algoritmul pe care tat\u0103l t\u0103u \u00eel \u00eenv\u0103\u021base la v\u00e2rsta ta. Se adunau rudele, se adunau materiale de construc\u021bii, se chema me\u0219terul satului \u0219i se tocmea\u2026.<\/p>\n\n\n\n
Cei mai mul\u021bi dintre clien\u021bii no\u0219tri, ai arhitec\u021bilor, sunt oameni care \u0219tiu s\u0103 ia decizii. Sunt persoane de succes. Au dob\u00e2ndit acel succes relativ lu\u00e2nd decizii. Ei rezolv\u0103 rapid \u0219i creativ problemele \u00eent\u00e2lnite. Cei mai mul\u021bi \u0219tiu s\u0103 rezolve singuri cele mai multe probleme.<\/p>\n\n\n\n
\u00cen via\u021b\u0103 sunt recompensa\u021bi cei care iau decizii, nu cei care iau cele mai bune decizii. Solu\u021bia perfect\u0103 nu prea exist\u0103. Un timp prea \u00eendelungat de decizie \u00eenseamn\u0103 o oportunitate pierdut\u0103.<\/p>\n\n\n\n
Pe m\u0103sur\u0103 ce poten\u021bialul client se documenteaz\u0103, \u00ee\u0219i va bifa r\u0103spunsurile g\u0103site la \u00eentreb\u0103rile pe care le-a identificat. Cei mai mul\u021bi, dup\u0103 ce au terminat documentarea, au stabilit toate solu\u021biile, rezolv\u0103 chestiunile formale: proiect, avize \u0219amd.<\/p>\n\n\n\n
Unii ajung la arhitect doar trimi\u0219i de c\u00e2te un constructor. Dealtfel, \u00een foarte multe \u021b\u0103ri, constructorii se angajeaz\u0103 \u0219i la proiect, venind cu arhitectul propriu.<\/p>\n\n\n\n
Abia atunci acel poten\u021bial client va folosi Google Search: arhitect.<\/strong><\/p>\n\n\n\n
Unde intervine arhitectul?<\/h2>\n\n\n\n
Arhitectul trebuie s\u0103 intervin\u0103 dinainte de a-\u0219i \u201erezolva\u201d singur, toate problemele!<\/p>\n\n\n\n
Arhitectul trebuie s\u0103-\u0219i \u00eentind\u0103 n\u0103voadele pentru a prinde poten\u021bialul client atunci c\u00e2nd se documenteaz\u0103. Atunci c\u00e2nd deja a hot\u0103r\u00e2t c\u0103 vrea o cas\u0103 de lemn.<\/p>\n\n\n\n
De ce vrea clientul o cas\u0103 de lemn? A descoperit pe net informa\u021bia c\u0103 ar fi mai ieftin s\u0103 construie\u0219ti o cas\u0103 din lemn. Problema lui este una de buget. A rezolvat-o. A rezolvat-o bine? Greu de spus. O cas\u0103 de lemn bine f\u0103cut\u0103 este mai scump\u0103 dec\u00e2t una de zid\u0103rie. Dac\u0103 va fi ieftin\u0103, probabil va avea o cas\u0103 prost construit\u0103.<\/p>\n\n\n\n
Problemele de buget se pot rezolva \u00een mai multe feluri. Arhitectul \u0219tie cum. \u00cel poate ajuta.<\/p>\n\n\n\n
Arhitectul trebuie s\u0103 intervin\u0103 \u00eenainte de a se lua toate deciziile privitoare la proiect.<\/p>\n\n\n\n
Cum ajunge arhitectul s\u0103 fie cel ales?<\/h2>\n\n\n\n
Google Search: \u201earhitect\u201d este o solu\u021bie foarte proast\u0103. Este mult mai bine, at\u00e2t pentru client, c\u00e2t \u0219i pentru arhitect, dac\u0103 cel din urm\u0103 a fost descoperit cu c\u0103ut\u0103ri ca \u201edimensiuni pentru terenul de cas\u0103\u201d, sau \u201ec\u00e2t cost\u0103 construc\u021bia unei case\u201d, sau \u201ec\u00e2t de groas\u0103 trebuie s\u0103 fie termoizola\u021bia\u201d?<\/p>\n\n\n\n
C\u00e2t de groas\u0103 trebuie s\u0103 fie termoizola\u021bia este o \u00eentrebare bun\u0103. Dar ea ar trebui s\u0103 nu primeasc\u0103 r\u0103spunsul 5, 10, 15, sau 20 de cm, ori \u201edepinde\u201d. R\u0103spunsul trebuie s\u0103 duc\u0103 spre economia de energie, spre m\u0103surile complementare, spre importan\u021ba proiectului \u0219amd. R\u0103spunsul trebuie s\u0103 se foloseasc\u0103 de standardele NZEB, pentru a-i comunica omului c\u0103 aceasta va fi calculat\u0103 de arhitect.<\/p>\n\n\n\n
Google Search: \u201earhitect\u201d pentru alte tipuri de lucr\u0103ri<\/h2>\n\n\n\n
Proiectul de cas\u0103 a fost doar un pretext. \u0218i ceilal\u021bi poten\u021biali clien\u021bi ac\u021bioneaz\u0103 oarecum asem\u0103n\u0103tor. Chiar \u0219i \u00een cazul lucr\u0103rilor mari, cu clien\u021bi corporate, r\u0103spunsurile sunt nuan\u021bate.<\/p>\n\n\n\n
Cel care face documentarea nu mai este clientul final. El este un angajat care depinde de succesul proiectului. Sunt importante \u0219i experien\u021ba, capacitatea, prestigiul firmei de proiectare. Dar \u0219i acel angajat trebuie s\u0103 dea bine. El trebuie s\u0103 aduc\u0103 un expert.<\/p>\n\n\n\n
Google Search: \u201earhitect\u201d este ceea ce trebuie s\u0103 ne ajute s\u0103 anticip\u0103m clientul, oricare ar fi el. Clien\u021bii no\u0219tri, to\u021bi, f\u0103r\u0103 excep\u021bie, se documenteaz\u0103 pe Internet. To\u021bi, f\u0103r\u0103 excep\u021bie, \u00eencearc\u0103 s\u0103 rezolve probleme. To\u021bi caut\u0103 solu\u021bii.<\/p>\n\n\n\n
Google Search: \u201earhitect\u201d este o speran\u021b\u0103<\/h3>\n\n\n\n
Google Search: \u201earhitect\u201d este ideea gre\u0219it\u0103 c\u0103 pe Internet cineva te-ar c\u0103uta pe tine. Nimic mai fals. Oamenii caut\u0103 solu\u021bii. Oamenii se documenteaz\u0103. Nimeni nu te caut\u0103 pe tine. Nimeni nu caut\u0103 firma ta. Nimeni nu are nevoie de serviciile sau proiectele tale.<\/p>\n\n\n\n
Oamenii au nevoie de solu\u021bii. Tu, arhitectul, serviciile tale, proiectele tale, trebuie prezentate ca oferind avantajul indiscutabil c\u0103 sunt r\u0103spunsul la problemele c\u0103rora li se caut\u0103 solu\u021biile.<\/p>\n","protected":false},"excerpt":{"rendered":"
Pe net, poten\u021bialul client nu te caut\u0103 pe tine, arhitectul. Nu-l intereseaz\u0103 persoana ta, firma ta. El caut\u0103 informa\u021bii privind ceea ce vrea s\u0103 construiasc\u0103. <\/p>\n","protected":false},"author":2,"featured_media":808,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2],"tags":[],"class_list":["post-219","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-fara-categorie","tw-meta-no-icon"],"yoast_head":"\n
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