The best seller-doer teams in AEC use this presentation technique to win more bids.

They don't bury the lede.

The first few words out of your mouth or on paper must be the gem that resonates deeply with your prospect.

When you bury the lede, your main point is the needle in the haystack.😵💫

Prospects will quickly lose interest as you painfully try to articulate your message.

Every single trained news reporter and journalist lives and dies by "don't bury the lede." (Radio news reporter nerd here) 

Think about it. 

👉If the headline of a story doesn't grab your attention, you're onto something else. 

The same is true of an email subject line. 

Ask yourself and your team: What is THE most important reason we are in this meeting? 

♦️Speak to that, and you'll be unstoppable.♦️

Exceptional teams don't miss the mark or bury the lede. 

They are confident and competent communicators.

Decision-makers who look frustrated and distracted are confused. 

You haven't connected the dots in ...

Communication Tip: In Business Development presentations, help prospects grasp data.

For example, use round numbers. 👌

If your engineering research shows 4.23 lumens, say "just over 4 lumens." 

Of course, you have the exact information. 

🎯Still, people appreciate simplicity so they can easily digest numbers.🎯

Round up or down as necessary so you don't confuse your prospects and audience.

Clarity is a beautiful thing. 🙌

Expending mental energy is a distraction. 

Keep their attention and break the specifics down when asked. 

Business development and sales tip for A/E/C leaders: 

⛳Golf lessons don't replace communication training. 

I talked recently with Jeff Sample, a new friend and entrepreneur. We chatted about leadership and mindset.  

Sure, business deals happen on golf courses.

Jeff told me about an AEC firm paying for engineers' golf lessons.

No. No. No.

🏗️Successful Seller Doer meetings demand clear, relatable presentations peppered with storytelling. 💰💰

No golf balls or lessons necessary.

Prospects expect you to connect the dots and differentiate your firm from others. 

Architects, engineers, and construction pros don't learn this on the back 9. 👈

Our communication is an “inside job.”

Whatever story we believe about ourselves becomes the soundtrack of our lives.

• I always get in a sales rut in the summer.
• I need to hire an assistant but I’m not making enough money.
• I suck at online networking.

When you have a high level of self-awareness, you notice the internal chatter. Then, if it's toxic, you can make a change.

The good thing is that you can decide anytime, any day, to re-record your self-talk jabbering.

You control the radio dial in your head.

So what are you listening to???

A soundtrack of worry, weeds, and unworthiness? 

Or are you tuned to a soundtrack of success and live with a sense of ease and optimism?

Getting real here.

I have often kidded myself into thinking no one else can hear my berating voice.

Sound familiar? 

I was soooo wrong.

👉Talking s**t about ourselves is sneaky.

It creeps into our conversations, emails, messaging, and BD meetings. Every. Single. Day.

When we decide to tune into our in...