AEC Marketing: 10 Steps to Success

Many years ago, in response to an article I wrote in Marketer magazine, I was emailed by someone who was starting out as an AEC Marketer for an electrical designer/contractor in the Midwest. (NOTE: we refer to marketers in the architecture, engineering, and construction industry as “AEC marketers”). He asked me how you gain the […]

Two Email Marketing Beliefs That Could Be Hurting Your Firm

Many firms send out email marketing campaigns. But there is a question that lingers in many marketers’ minds: “Are we doing it right?” “Right” is a nebulous term. If your goal is to trip and fall, tying your left and right shoe together is the right way to “tie your shoes.” Therefore, whether you are […]

What Superman Can Teach You About Getting and Keeping Your Client’s Attention

It’s hard to get anyone’s attention these days, especially a client who knows you want to sell them something. I’m going to teach you a counterintuitive tactic, that I call the “One-Two Curiosity Punch,” which is guaranteed to get people’s attention. Then I’m going to explain: Why it works How I’ve used it in everything […]

What Between Two Ferns Can Teach Us About Professionalism and Marketing

Everybody knows that in business you have to keep a “professional” demeanor. Image is important, right?!? You don’t want to be seen as anything other than the epitome of professionalism. That’s why President Barack Obama’s recent appearance, and unquestionable success, on Between Two Ferns is so surprising. Is there a lesson we can learn here? […]

DCMP Episode 2: The Magic of Winning Proposals

In this episode of the Design and Construction Marketing Podcast, I have an in-depth conversation with Laura Ricci, the author of The Magic of Winning Proposals. I write about this book a lot on HelpEverybodyEveryday.com. I regard it as THE “how to” book on proposals. Talking to Laura just reinforced my belief that this lady […]

3 Surprising Mistakes Principals Make When Hiring Marketers

It looks like the economy is improving and more firms are hiring new or additional marketing staff. Unfortunately, time and time again Principals make illogical and critical mistakes when hiring marketers. Let’s take a close look at three of them. Hiring Extroverts Over the years, we’ve collectively come to the understanding that there is a […]

Do You Have a Sales Advantage Over An Extrovert?

It never fails. People always make the same stupid mistake. They assume that extroverts have an advantage when it comes to sales. Worse yet, since they are not extroverts, they assume they don’t have what it takes to sell. So what do they do? They go out and hire an extrovert to sell for them. […]

The Best FREE CRM For A/E/C Firms Is Here

It’s been a while since I gave you something that was truly, mind numbingly, awesome! OK, FancyHands was close…but you had to pay for that. But what I have for you today takes the cake. Let me explain… CRM…Urggg! CRM is obviously a huge frustration in our industry. A few years ago, I even got […]

Surprising Statistics About Federal Bid Protests

Wally Zimolong over at Supplemental Conditions posted a piece about federal bid protest statistics. There were a few statistics in the report that I thought were pretty telling. First off, the number of formal bid protests rose almost 50% between 2008 and 2012. But the statistic that stayed consistent was also pretty disturbing. Over 40% […]

Learn The Principles of Persuasion in 11 Minutes

  Whether it’s your firm’s clients or even coworkers, we all need to persuade people to do the things we want them to do. For my money, that is the essential challenge of working in the marketing field. If you are a regular HelpEverybodyEveryday.com reader or have seen my MindMarketing presentation, you know social psychology […]