Susan Young's
Amplify Blog

 

 

 

Talking Points Are Risky Business in Communication

There is a difference between following the “stay on message” rule and answering a specific and clear question posed by a prospect or client. 

Know the difference and how to navigate these situations. 

They are significant factors; not just communication nuances. 

Your responses can influence, persuade, and build trust in A/E/C meetings. 

Or destroy your credibility and revenue.

We see it all the time in political debates. 

Don’t allow your communication strategies to backfire. 

Sticking to talking points to stay on message shows you're not paying attention. 

It shows you're not listening and thinking on your feet. 

It shows a lack of creativity and critical thinking skills. 

It shows an agenda that others probably don't want to hear in that given moment. 

Others appreciate when we connect and communicate like human beings, not scripts, templates, or talking points. 

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Perfectly Imperfect Communication Wins More AEC Projects

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.

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Risky Communication in A/E/C is Costly

Do you know this social abbreviation: IYKYK.

If you know, you know. (My adulting kids recently told me the meaning.) No judgment, please.

So, here's a loaded question for construction executives and principals...

Do you know when each person on your team last had sales or communication training?

This is a critical piece of risk management you probably haven't considered.

Risk management isn't limited to job sites or design reworks.

A/E/C firms lose market share, talent, and trust when teams can't confidently articulate their value. And their brand values.

Forget bid packages for a minute.

They need and want the storytelling and selling techniques for today's business world.

Your reputation and bottom line are on the line when you fail to see gaps in communication.

People who close contracts are exceptional communicators.

So, here's a scary fact:

Some 90% of the people in my A/E/C training programs have never attended a formal program until we met....

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Want More Clients? Do More of This.

The most important four-letter word in business and life is CARE.

For me, CARE is an acronym.

  • Your Communication is based on what you pay Attention to.
  • Your Attention (focus) determines your Results.
  • Your Results can be Excellent.

How do your prospects, clients, and fellow human beings know you care about them?

Are you focusing on the correct problems your prospects are experiencing? Do you know how to improve your presentations and conversations? 

Notice your communication patterns and habits. It's all about self-awareness.

If you want better results, it's time to CARE in a new way.

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