Perfect people are not welcome.

That was the sign in front of a church I saw this week.

You may be one of the AEC pros who feel pressure to be the perfect communicator.

• In seller-doer meetings.
• In presentations.
• On Zoom calls.
• In networking events — online or in-person.

Here's a News Flash: Take the pressure off of yourself! 

No one wants to do business with a "perfect" person. 

You know, someone who appears to be flawless on the outside. 

Everyone has something they are dealing with or navigating.

🎯Prospects and clients want real people. 

The ones who stumble on a few words and keep going. 

The perfectly imperfect win bids and respect. 

The kind of people who bend but don't break.

I don't teach flawless communication. 

I show you how to be a perfectly imperfect, heartfelt subject matter expert. 

To share your perfectly imperfect story. 

To be yourself. 😍

Processes and procedures. 

A/E/C firms have long been hot on operations. 

What happens, though, when senior leaders teach new hires inefficient methods?

😵💫The cost of doing business like this is mind-boggling.😵💫

Productivity, morale, lost bids, and the labor shortage, to name a few. 

Senior management must know how to train and onboard new hires in new ways. 

👉Are you showing people how you scramble to prepare for a short-listed meeting the day before?

👉Do you confide that you don't know who will be in the room?

👉Does your team know when to speak and what to share?

👉Are they sharp and paying close attention to each other and the decision-makers?

I spoke recently at my local SMPS chapter on this topic.

The business development leaders unanimously agree:

They need (and want) to learn new communication and selling strategies, such as:  

• Storytelling

• Reading the room

• Body language

• Vocal pacing so that your words *land* with prospects

These tools ensure that...

You don't have to ask more questions to close more A/E/C projects.

You have to ask better questions. 🎆

How you gather information during a presentation will differentiate your firm in shortlist interviews.

😮Oh, and don't forget to listen to the responses.😮

Quality questions bring quality information.

They also result in higher-level conversations and trust.

And more clients.🎯