Published in Modern Steel Construction and RainToday. Have you ever been in a situation where you were surrounded by people who didn’t speak your “language?” Perhaps it was overt, such as when traveling abroad and realizing that crucial information was being shared rapid-fire, but it was all going … [Read more...] about Speak your prospects’ language; Don’t get lost in translation!
Blog
Respecting boundaries in networking
Published in Modern Steel Construction; PSMJ; and RainToday. Sometimes the line between effective networking and ‘gone-too-far’ gets crossed. Where do you draw this line? Consider these three scenarios below. Do any of them sound familiar? -Scenario I: You’re approached by a business contact (or … [Read more...] about Respecting boundaries in networking
‘How prospects learn’ is a critical part of the selling process.
Modify your approach to best fit your prospects' learning preferences. Published in RainToday. As service providers, there's a plethora of things to think about when selling. We strive to create rapport, build trust, offer value, overcome objections and barriers, create a client-for-life … [Read more...] about ‘How prospects learn’ is a critical part of the selling process.
Tips to Convert Small Talk into Business Conversation.
Tips on elevating small talk (and maybe easing into business). Published in Modern Steel Construction; PSMJ; and RainToday. Many technical (and non!) folks in the AEC industry are not keen on ‘small talk’. We find ourselves feeling inauthentic, facing dead-end conversations, or wasting our time. As … [Read more...] about Tips to Convert Small Talk into Business Conversation.
Scarlett Letter #151: Don’t forget to thank your referral sources!
Often, I get inquiries from AEC industry prospects seeking consulting around internet marketing: social media; search engine optimization; website design and development; graphic design and branding; etc. While Scarlett Consulting does not provide those specific services, I know of firms that do. … [Read more...] about Scarlett Letter #151: Don’t forget to thank your referral sources!
Scarlett Letter #150: “I get the message. This is the last time I’ll reach out to you.”
Does this scenario sound familiar? You target a prospect. You connect with that prospect, and you take special care to execute all the 'right' steps to build a relationship. You develop what you feel is a robust, trusting rapport. You may even prepare a fee proposal, or feel that a request for … [Read more...] about Scarlett Letter #150: “I get the message. This is the last time I’ll reach out to you.”
Scarlett Letter #149: Observations of a leader: be open; be generous; be an inspiration
Personal coaching is not an 'official' service that I proactively market. Yet, every year I somehow secure a handful of clients in a one-on-one, coaching capacity. I'm partial to these assignments because I feel the learning exchange is mutual. With my input and guidance, I hope that my clients grow … [Read more...] about Scarlett Letter #149: Observations of a leader: be open; be generous; be an inspiration
Scarlett Letter #148: How to manage your impatience during inefficient meetings.
{Preface: the individuals of whom I mention are well intentioned. I have no doubt they are dedicated to their academic professions and to the students.} Recently, I attended a meeting to discuss Columbia College's Oral Communications classes for Fall and beyond. There were four part-time faculty … [Read more...] about Scarlett Letter #148: How to manage your impatience during inefficient meetings.
Leverage Your Nervous Energy!
Tips and techniques for converting nervous anxiety into positive energy. Published in Modern Steel Construction; RainToday; PSMJ's AE Marketing Journal. Have you ever dreamt of channeling your nervous anxiety into a positive energy? You’re not alone. This is the most frequent question I am asked by … [Read more...] about Leverage Your Nervous Energy!
Scarlett Letter #147: Want to charm new people in your network? Try this.
Recently, I received a letter from a non-competitor in my industry (architecture/engineering/construction). It turns out that we are just 'one degree of separation' from one another. To quickly close the gap, she decided to dig around---just enough to uncover any commonalities that we might have … [Read more...] about Scarlett Letter #147: Want to charm new people in your network? Try this.