Susan Young's
Amplify Blog

 

 

 

How to Overcome Self-Doubt When You Don't Have All the Answers

 

If you''ve been in a shortlisted interview and don't have the answer to a question, don't beat yourself up. 

Watch the 1-minute video above and quit the negative self-talk so you can truly shine!

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Do You Know Enough About the Prospects You're Pursuing?

The phone call was from a 215-Philly area code.

Assuming it was my cousin, Marc, I picked up the phone.

To my surprise, the caller was a woman who knew my first name. 

She asked to speak with the director of technology for my firm.

As an entrepreneur for 24 years, my firm has an agile team of freelancers and part-timers. 

Interestingly, the technology department is my husband. 

He's an IT project manager working in the next room in our home.

The key takeaway from this encounter is the importance of thorough research before shortlisted interviews and networking events.

Look online for insights about people you'll be interacting with so you know their values, projects, and interests.

You'll gain valuable information and have more meaningful and memorable conversations. 

This level of preparation not only establishes trust and respect. It also fosters genuine connections with decision-makers. 

Know your audience ahead of time. 

...
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Elevate C-Suite Communication with These 4 Quick Questions

Hats off to A/E/C execs who admit there are weak spots in how top leaders communicate.

It's easy to look at younger staff and generational differences.

The C-suite litmus test for effective leadership is to assess your peers and colleagues. 

The upper echelons of your org chart are no different than the rank and file.

You know, the person who shows 20 pictures of his kids in a meeting.

Or the executive who misses subtle clues that others aren't paying attention.

Maybe your highly proficient peers are talking over decision-makers in meetings.

Think about top managers, directors, principals, and yourself. 

Do you know today's strategies around building trust, consensus, and influence?

They must have new tools for conflict resolution and concise agendas in meetings.

Can you share a mesmerizing story? 

Are you overdue for a communications refresher and new skills?

Why?

Why not?

Why not this?

Why not now?

Professional development...

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Speaking These 2 Words May Be Killing Your Business

The two most dangerous words when communicating in business and life are:

I know.

You may indeed know what the other person is saying.

Or trying to express.

Still, pay attention to how you say your "I know."

Is your tone one of arrogance or dismissal of someone else's idea?

This is about being self-aware.

And self-awareness is often a struggle in A/E/C.

You may be communicating to others subliminally that you are close-minded and closed-hearted.

A slight shift can help close a bid or form a new connection.

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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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How Many Questions Do You Ask in Shortlisted Meetings?

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.

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Crushing Sales Presentations Requires This 1 Thing

Forget the kitchen sink. 

Prospects want essential and compelling data. 

And a story to make the (dry) data come alive.

You prepare with your Business Development team DAYS ahead of your shortlisted interview. Maybe even a week (gasp!) 

Scrambling to prepare hours before your meeting won't work well. 

There's too much on the line.  

And you never, ever "wing" any part of your A/E/C presentation. 

  • You and your colleagues know who will speak and what they'll say. 
  • You have a point person who can course-correct when prospects look bored or confused. #Readtheroom
  • You value the preparation process so that you boldly show up and win trust and new projects. 

Strong communicators give themselves the space and grace necessary to succeed.

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