Architects, Stop Ending Meetings Without a Plan
You crushed the presentation. The conversation flowed. You nailed the discovery.
And then the meeting ends with, “We’ll be in touch.”
That’s the moment the deal starts to slip.
In architecture sales, Next Steps are your most underused power move.
What Are Next Steps?
“Next steps” are the agreed-upon actions your prospective client will take to continue moving toward hiring your firm.
It might be:
- Scheduling a proposal presentation
- Reviewing a concept package
- Looping in other stakeholders
- Finalizing scope or budget
Whatever the step, it’s a signal of progress. Without one, your deal stalls. Or worse—it disappears.
Why Next Steps Matter for Architects
Legendary football coach Vince Lombardi said it best:
“The most important game is the next one.”
In business development, the most important meeting is the next one.
Setting next steps helps you:
- Move the deal forward
- Shorten your sales cycle
- Increase your win rate
- Improve pipeline forecasting
- Set clear client expectations
Your New Rule: Never End a Meeting Without Setting the Next One
This rule applies everywhere in your sales process:
- Discovery calls
- Proposal reviews
- Cold outreach
- Onboarding sessions
Here’s how to apply it:
1. Start With a Wrap-Up Question
This creates a smooth transition and invites last-minute thoughts.
Try:
- “Before we wrap up, is there anything important we haven’t discussed?”
- “I know we’ve covered a lot—anything else on your mind?”
- “Is there anything else you’d like to add before discussing next steps?”
2. Schedule the Next Meeting—Right Now
Use what you’ve learned in the meeting to frame the next one.
Examples:
- “Let’s schedule a time to walk you through how we’ve solved that for others—does Thursday at 10 AM work?”
- “We’d love to dive deeper into [issue]. Can we connect on Tuesday at 1 PM?”
- “Our process will help with [challenge]—how does Wednesday at 9:30 AM sound?”
This shows leadership. And it keeps the momentum alive.
3. Describe What Will Happen Next
People don’t want vague deliverables. Tell them what they’ll get out of the next meeting.
Examples:
- “We’ll review our approach, share timelines, and map your project path.”
- “We’ll review your key priorities and show how we’ll execute them step-by-step.”
- “We’ll walk through onboarding so you know exactly what to expect if we kick off this month.”
The more specific you are, the more confident your client feels.
4. Apply It Across Your Pipeline
This isn’t just for proposal calls.
It applies at every touchpoint:
- Booking confirmation: “Thanks for scheduling! We’ll talk through your needs and layout our process. Afterward, we’ll outline next steps together.”
- Cold call follow-up: “Great speaking with you—look for a calendar invite for Tuesday at 11. We’ll talk about your space, your goals, and how we can help.”
- New client onboarding: “After today’s meeting, we’ll send onboarding materials and set up your kickoff call for next week. That will align everything for launch.”
Bottom Line
Every meeting should end with one straightforward question:
What’s the next step?
Don’t leave your prospects in limbo. Take charge. Set the pace. Clarify what comes next.
Because momentum isn’t magic—it’s management.
And smart architects manage it well.
Need help building a frictionless sales process for your firm?
Let’s connect. Archtactics helps architects design workflows that close.
