Get comfy with this technology. Published in PSMJ's AE Rainmaker. Webinars—prevalent communication and selling channels—are here to stay. If you have ever delivered a webinar then you may recall a lonely feeling, almost as if you are sitting in the woods with the sound of crickets chirping! As the … [Read more...] about Making rain with webinars
Articles
Anne Scarlett has authored over 75 published articles. They are organized by topic in the sidebar to the right. Often, Anne expands upon these topics, presenting to audiences in intimate training sessions as well as at highly-attended conferences. In addition, her insights are frequently quoted in A/E/C industry publications. Representative articles:
Recall Power…
One dozen techniques to make clients remember you first. Published in CE News and AE Marketing Letter. In this service-oriented industry, clients tend to hire people rather than companies. We know this. We also know that a solid company brand makes the relationship-building process - aka business … [Read more...] about Recall Power…
Miss Manners has it going on….
Dos and don'ts of client interaction for our technical professionals. Published in PSMJ's AE Rainmaker. So many business development professionals work at firms that have an array of folks ‘touching’ clients. Construction firms have superintendents and their teams at the job site. Project and … [Read more...] about Miss Manners has it going on….
Your client – a well planted seed
How to build business with existing clients. Published in Structural Engineer and AE Marketing Letter. Industry standards indicate that 80% of your revenue should come from existing clients, year after year. The more business you can generate from existing clients, the more strategic (aka, picky) … [Read more...] about Your client – a well planted seed
TAKE THE “WORK” OUT OF NETWORKING
Effective and fun networking techniques. Published in CE News and AE Marketing Letter. What do you call a crowded room, abuzz with banter and laughter, where relationships are created and deals are done? Is this an opportunity? Or is this an intimidating - even daunting – situation to be avoided? … [Read more...] about TAKE THE “WORK” OUT OF NETWORKING
Nurture your staff and reap real benefits
Training will dramatically boost the quality--and retention rate--of your employees. Published in Modern Steel Construction and SullivanKreiss Newsletter. I was overcome with pride when an engineering client recently stated: “We want to significantly grow the quality—not necessarily the quantity—of … [Read more...] about Nurture your staff and reap real benefits
Get results through savvy motivation:
Communication techniques for effective delegation. Published in Modern Steel Construction. Lessons of love can be applied in the workplace. Who knew? In the Five Love Languages, author Gary Chapman identifies five ways to communicate positive messages to a romantic partner – by speaking in a … [Read more...] about Get results through savvy motivation:
Time is ticking; manage it well!
Eight steps marketing professionals can take to improve their time management skills and positively impact the department Published in AE Marketing Letter. As an independent consultant, I create a self-imposed “structure” to organize my time. Even when I walked in your shoes, as director of … [Read more...] about Time is ticking; manage it well!
Go team marketing!
Three steps to achieve the best results from your firm's marketing team. Published in CE News; Structural Engineer; and AE Marketing Letter. While you were earning your technical degree, how many classes did you have on the subjects of marketing, communications or sales? Conversely, how many … [Read more...] about Go team marketing!
Get your ducks in a row
Learn the importance of motivating and coordinating the marketing efforts of others. Published in the ZweigLetter and AE Marketing Letter. When describing your marketing role, do any of these terms come to mind: cheerleader, mom, nanny, nag, coach, coddler, politician, disciplinarian, beggar, … [Read more...] about Get your ducks in a row