Summer is the perfect time to do some strategic thinking, so we’ll continue our snapshot of “A Three-Phase Program to Fast-Track Your Design Business for Profit.” Dr. Tami Hausman participated in the panel at the 2015 AIA National Convention in May, along with Lisa Henry, CEO of Greenway Group, and Stephen Whitehorn, managing principal of Whitehorn Financial Group.
In this installment, “The Doctor” gives her prescription for communicating more effectively about your projects to win the next ones. And we’re particularly excited about this post because it’s the 200th for Design on the Haus. Go Team Hausman!
Communicate with impact!
Now that you have your strategic plan underway, you want to communicate more effectively. It’s essential to define your message(s) so you can differentiate your firm in the marketplace. Knowing your message or messages will point you in the direction that you want to go.
Mark Twain said that “Most conversations are monologues in the presence of witnesses.” But, sarcasm aside, clear and precise communcations is the cornerstone to any business. It sounds obvious, but we all know the kind of people who talk on and on and on and don’t listen, don’t we? My father calls these people “Books on Tape.”
But really good communication is a conversation between people. So whether you’re networking or selling or publicizing your work, you need to engage your clients and audiences – not talk at them.
This is particularly important in the AEC industry, because many clients do not understand exactly what designers do. It’s your job to educate them. The best way to engage with your audience is to provide information that they don’t already know. In other words, you should “teach not preach.”
Who are you talking to?
Keep in mind that you will never have just one audience, you have many. So your messages must be targeted to different groups, which include potential clients, existing clients, decision makers, your peers, and your broad network, among others.
What do communications with all these audiences have in common? That’s the golden rule of outreach, which is: It’s about them, it’s not about you.
First, they want to know that you understand their business. And, second, if you want to connect with them, there is no substitute for clear language that’s free of jargon. You also have to customize your language to your audiences, because different audiences will want to hear different stories about your work. The good news is that you can tell plentiful stories about each of your projects. It’s a great way to get wide coverage.
Make it matter
No matter what kind of outreach you do, remember that you must first, number one, support your strategic business goals. Focus your efforts on the PR campaigns that are going to yield the greatest results for you and your firm.
Second, use your resources wisely. Say, for example, you just finished a private house, but you’re really interested in designing hospitals. You need to decide where you should spend your time and money. You may not want to do a big campaign that’s focused on your residential work.
Last, you need to be timely. When you’re getting started to launch an outreach campaign about a project, always think big and be relevant. Connect the project to a holiday, a trend, a topical news issue, or an event.
One more good reason
Still on the fence? Here’s another good reason to do outreach: in most instances, your competition is probably already doing it. And if they are not, and you start an outreach program, it will put you that much ahead of the game.