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Scarlett Letter #64: Leaving voicemail can help when prospecting.

Can voicemails actually help in the prospecting/selling process? In a word: absolutely.

So often people tell me that when they are trying to reach someone they’ve never met, they will hang up if they reach the person’s voicemail. They then proceed to place repeated calls until finally a live person answers.

But voicemail does not have to be the enemy. There are workable options. In my experience, it’s almost more effective if the first contact attempt involves voicemail. Why? When executed properly, voicemail is a great way to give someone the heads up regarding your name and your purpose. You could consider ...

Tags: AEC cold calling, Anne Scarlett A/E Marketing, call planning, cold calling, linkedin, professional services marketing, professional services sales, Scarlett Consulting AEC business development, voicemails, warm calling

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November 30, 2009

Scarlett Letter #63: Giving thanks for working in the AEC profession…

On Thanksgiving 2009, it seems fitting to list just a few reasons (of many) that I am thankful to belong within the AEC (architecture, engineering, construction) industry….

Not in any particular order, I’m thankful to work in the AEC profession because I’m:

–Working with smart, well-educated professionals that WILL survive this economy in one of three ways: 1. on-top—better-than-ever; 2. unscathed; or 3. impacted-at-first-but-then-shifted-focus-to-new-opportunities.

–Surrounded by individuals that are dedicated to bettering society through the built environment—including making a major impact on the sustainability of our world’s future.

–Involved in a profession that balances creativity with practicality.

–Keeping company with business colleagues that are multi-faceted ...

Tags: Anne Scarlett A/E Marketing, linkedin, professional services marketing, professional services sales, Scarlett Consulting AEC business development

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November 26, 2009

Scarlett Letter #62: Wacky creatures of habit…helpful or harmful?

To date, I have taught about a dozen semesters worth of college level courses. Strangely, I have been both fascinated and baffled by the fact that my students seem to sit in the same seat or at least same general vicinity during every single class.

The very first day of class, seating is completely random. The second class period, they seem to find their spot. By the third time, they really have settled into ‘their’ spot. And from then on out, they sit in the exact same seat until the end of the semester.

Mind you, there are those occasional folks that ...

Tags: Anne Scarlett A/E Marketing, linkedin, professional services marketing, professional services sales, Scarlett Consulting AEC business development

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November 23, 2009

Scarlett Letter #61: Is your work a mystery? Or, do people clearly understand what you DO?

It’s easy to assume that people really know what we do. Trust me, they probably do not. This includes internal colleagues, especially those at the C-level (even if you, too, are senior)!

In your work environment, even if a professional colleague has watched you in action, they may not really know: 1. what you are best at; 2. your full range of top talents; 3. what you want to do.  That colleague may, in fact, literally say out loud “what is it that you DO, exactly?” even though they have worked with you for years.

That’s the scoop for people that DO ...

Tags: Anne Scarlett, Anne Scarlett A/E Marketing, linkedin, Networking, professional services marketing, professional services sales, Scarlett Consulting AEC business development, Social network

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November 19, 2009

Scarlett Letter #60: Organizational involvement—What “grade” do you deserve?

There are three general buckets of organizations to which you can get involved:

Professional: Organizations where you gain continuing education, plus the opportunity to network with peer groups and potential business partners. In the AEC industry, these organizations are plentiful, including AIA, ACEC, SMPS, IFMA, BOMA, SDA, NSPE, ASCE, ALA, IIDA, SAME, AGC, SWE, ULI, CMAA, ICMPA, RIBA , NAIOP, DBIA, USGBC, CREW ….the list goes on and ON.

Non-profit: Organizations span the gamut—from cultural institutions, to philanthropic entities, to everything in between. Some of these give you an opportunity to give back to the community or to people-in-need. Others give you ...

Tags: ACEC, AGC, AIA, ALA, Anne Scarlett A/E Marketing, ASCE, BOMA, CMAA, CREW, DBIA, ICMPA, IFMA, IIDA, linkedin, NAIOP, NSPE, professional services marketing, professional services sales, RIBA, SAME, Scarlett Consulting AEC business development, SDA, SMPS, SWE, ULI, USGBC

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November 16, 2009

Scarlett Letter #59: Are you satisfied with your online reputation?

When is the last time you did a vanity search to monitor your online reputation?  {In short, vanity search means you search for your own name (or as more of a stretch, your company name) on the internet to see what pops up, and in what order.}

(Online) reputation management has become a true-blue industry. This comes in other similar iterations, such as Search Engine Reputation Management (SERM).

While firms in the AEC industry may have little to worry about at this juncture, all signs point to the fact that there will come a time when companies in our industry will also ...

Tags: Anne Scarlett A/E Marketing, linkedin, online reputation, professional services marketing, professional services sales, reputation management, Scarlett Consulting AEC business development, Search Engine Reputation Management

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November 12, 2009

Scarlett Letter #58: Help your network to help you! Request precise, simple steps.

In this tough economy, our professional acquaintances sincerely want to help one another—more than ever! Whether your business is struggling for new business, or you are now unemployed, your professional friends (and personal friends too) really do want to help.

Simultaneously, those same individuals are making their own way during this economy. This means they are preoccupied about their own ability to survive and thrive.

Have you looked at your network and thought to yourself, “Gosh, I know so many good people.  They say they want to help, but yet I don’t see them acting on their intentions.” If yes, then please ...

Tags: AEC networking, Anne Scarlett A/E Marketing, effective networking, linkedin, Networking, professional services marketing, professional services sales, referrals from networks, Scarlett Consulting AEC business development

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November 09, 2009

Scarlett Letter #57: The harder you try, the more I’m willing to give…

This statement is true, whether it’s with clients, business networking colleagues, students, or even personal friends.

Self-recognition of this attitude became evident earlier this week while I was teaching at Columbia College. Throughout the course of the semester, I ask the students track their progress against their pre-established Public Speaking/Communications goals (which were assessed and determined during the first week of class).

We are now more than halfway through the semester, so I held one-on-one one-on-one progress meetings with each student in lieu of a regular class. This special effort is one in which the students receive personalized attention, and its an ...

Tags: Anne Scarlett A/E Marketing, linkedin, professional services marketing, professional services sales, Scarlett Consulting AEC business development

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November 05, 2009

Scarlett Letter #56: When your firm has something ‘new’ and different…

We are well into Q4 2009. Now is the time that most of you are (or should be!) developing your strategic plans for 2010. No doubt you are taking a hard look at your business to determine what you can do to be better, brighter, faster, more profitable.

Let’s face it. It’s exciting when your firm hits upon something new and different. Maybe it’s a new service offering, or a new project approach, or a new technology that will offer great benefit to your clients.

Whatever the case, it’s sometimes hard to discipline ourselves with the understanding that ‘one size does not ...

Tags: Anne Scarlett A/E Marketing, design and construction marketing, linkedin, messages, professional services marketing, professional services sales, Scarlett Consulting AEC business development

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November 01, 2009

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