After wrapping up a residential renovation, I stopped by the site to walk through the final punch list with the client. She loved it—the light, the flow, the details. But as we stood in the brand-new kitchen, she looked around and sighed. “I just don’t know how to furnish this,” she said. “I love what you’ve created, but I don’t want to ruin it with a bunch of mismatched pieces. Do you do that part too?”
It wasn’t the first time a client had asked something like this—and I realized we’d been missing an opportunity. We were so focused on architecture, we weren’t paying attention to what came next for our clients. They weren’t looking for another designer or another vendor. They wanted us to keep going—to bring their whole vision to life.
That was the moment I started thinking seriously about cross-selling.
What Is Cross-Selling?
Cross-selling is the art of expanding the value of a single client relationship. Instead of stopping at “done,” you ask: What else do they need?
It could be interior design. Or landscape. Or even custom millwork. Whatever it is, it’s a natural extension of the trust you’ve already earned—and a missed opportunity if you don’t offer it.
This isn’t about being pushy. It’s about delivering a better, more complete experience.
Why Should Architects Cross-Sell?
Let’s break it down:
Enhanced Client Satisfaction
Clients don’t want 5 separate vendors. They want someone who gets the big picture—and that someone is already you. Cross-selling makes their life easier and the project better.
Increased Revenue
More services = more value. And you’re not spending money chasing new clients. You’re maximizing the opportunity right in front of you.
Stronger Relationships
Cross-selling isn’t transactional—it’s transformational. You become more than their architect. You become their go-to advisor for anything built environment–related.
How to Cross-Sell (Without Making It Weird)
1. Understand Their Broader Needs
Start by listening. Every client is navigating a series of interconnected decisions. Use questions like:
- “Have you thought about how you’ll furnish the space?”
- “What’s your landscaping plan for after construction?”
- “Are you thinking about sustainability goals for the long term?”
These aren’t sales pitches. They’re conversation starters. And if a need emerges—you’re ready.
2. Identify Your Complimentary Services
Here are a few natural add-ons we’ve seen firms successfully offer:
- Interior design: Curate the experience from structure to sofa.
- Landscape design: Extend your vision beyond the walls.
- Furniture design: Create one-of-a-kind pieces for one-of-a-kind spaces.
- Sustainability consulting: Align with energy goals or certifications like Passive House or WELL.
Bonus: if you don’t want to offer these in-house, partner up. Cross-selling doesn’t mean doing it all yourself.
3. Draft Your Team
Now for the real talk: who’s going to do the work?
You’ve got three options:
- In-house: Already on your team? Great—activate.
- Expand: Hire. Train. Integrate. Build a studio that delivers.
- Outsource: Build a trusted bench of collaborators. You manage the process and charge a coordination fee.
This part takes work. But the long-term payoff? Big.
4. Build Your Strategy
Here are a few ways to weave cross-selling into your client journey:
- During discovery: “We also support interiors if that’s something you’re thinking about.”
- At proposal: Offer phased or bundled packages.
- Post-occupancy: “Now that the project’s wrapped, do you want help to furnish the space?”
It’s not about being everywhere—it’s about being present at the right moments.
Bottom Line
Cross-selling isn’t a bonus tactic. It’s a mindset shift.
It says: We’re here for the long haul. We see the full picture. And we’re not afraid to make things easier for you.
To get started:
- Listen to your clients
- Find natural service extensions
- Decide who’ll do the work
- Build it into your project rhythm
Let your projects grow. Let your clients stay. Let your reputation rise.
Looking to build a cross-selling strategy that fits your team?
Archtactics helps architecture firms design smarter pipelines and stronger client relationships. Schedule a strategy call today.
