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...

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. 

Have you ever gotten a round of applause after giving a 15-minute sales presentation to an A/E/C prospect?

It happened to my engineering client last month.

As she told me about it on our group coaching call, she was incredibly proud.

So was I.

She used my tactics to connect a personal experience directly to the prospect.

• Super clear.
• Super engaging
• Super logical.

She nailed the delivery, pacing, pauses, and body language.

This engineer shared a two-minute anecdote about her birthday.

It emotionally touched each person.

How do we know?

They clapped at the end of her presentation.

Her boss was in the meeting as well. He was stunned by her personality, confidence, and command of the room.

Yes, engineers can tell stories!

It's profound to skillfully share an ordinary moment and connect it to a bid.

Her boss says he sees significant growth in those enrolled in my Amplify group coaching.

Reach out if you want to transform your team's communication and clarity so you can...

Communication Tip:

Ghosting professional people isn't cool.

Especially those you know.

Don't read into this.

I don't have an axe to grind or a person in mind.

But I have been ghosted occasionally.

Sure, we're all busy.

Still, you DO have a split second for a quick acknowledgment or emoji.

And it takes 12 seconds to type: "I'm in the midst of a big project and deadline. Thanks for reaching out."

Common sense and courtesy go a long way.

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.

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.

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. 

Work with a sense of urgency.

High achievers do it all the time. 

What about having a sense of urgency to improve communication skills? 

Not technology tools. I'm talking about interpersonal relationships. 

There's been a flurry of posts and infographics about communication in today's workplace.

The suggestions include: 

• Don't complain
• Be assertive and empathetic 
• Be a team player 

These recommendations are covered in cobwebs and dust. 

Hello, 2023. 

Too many industries work with a sense of urgency around technology and equipment.

But problems arise when human communication is not a priority.  

Most employees don't know the new brain science and psychology behind our communication. 

Yes, there are legit concerns about people skills. 

First, though, we must have high levels of self-awareness. 

Internal communication and narratives have to shift. As you clear out limiting beliefs, interacting with others is much...

Remember wallpaper? 

It was a "thing" back in the day. 

And people would say: "Don't blend in with the wallpaper."

Translation: Stand out, get noticed, and be visible.

Don't be a wallflower. 

Blending in makes us feel invisible, ordinary, and maybe even dull.

It repels people and opportunities. It happens every day online. 

And at conferences. Most people don't seem to mind blending in at industry events.  

This week, I saw a few people I know posting pictures of themselves exhibiting at a trade expo. 

Some of the posts were from past coaching clients. 

They are REALLY good at what they do.

They know their sh*t.

They work hard and often exceed their goals. 

Why spend time in a booth when you could speak at a workshop down the hall?

To a captive audience who wants to learn from you. And maybe hire you.

Do you see yourself in an endless row of vendors trying to muster up conversations while handing out candy and...

People have been asking how they can sound more conversational, not scripted on...

• Sales calls
• Podcasts (hosts and guests)
• Videos and interviews

I've interviewed more than 6,000 people during my radio and communications career.

Learn the secret in this 3-minute video.