It all started when…
As a business leader, there's one question you're faced with every day that matters above all else. Not surprisingly it's the most difficult question to answer. Unfortunately, it's coming at you from three directions: Business Development, Talent Resources, and Customer Experience.
The good news is that if you can consistently deliver a clear, concise, and compelling answer to, "Why should I choose you?", you can win the work you want, keep the clients you have, recruit the talent you need, and retain the employees you have.
If you can't answer the question in a way that matters to them, worse yet, if your answer looks the same, sounds the same, and acts the same as your competition, you’ll struggle to be relevant to the people that matter most: your clients, employees, and prospects.
Helping everyone in your organization answer “Why should I choose you?” is the most important work you can do today.
Can you imagine what it would be like if your best client thought you weren’t any different from your competitors?
What if the client whose work you’re trying to win thinks you’re the same as everyone else?
What about the employees you need to retain or the people you’re trying to recruit? What if they thought your company was no different than anywhere else they have the opportunity to work?
Relevance of an architect may seem like a foreign concept, but that’s really what we’re talking about. If you look the same, sound the same, and act the same as everyone else, you’re no more relevant than anyone else and you’re certainly considered a commodity.
The clients you’re pursuing, your employees, and the employees you’re trying to recruit all have lots of options and they’re all asking the same question: “Why should I choose you?”
In a world where company leaders say a huge percentage of their business comes from repeat clients and referrals, even your best clients are asking, “Why should I continue to choose you?” AND “Why should I refer you to my friends and colleagues?”
They’re all wondering if there’s any reason they should choose you or continue to choose you over one of your competitors. Communicating a clear, concise, and compelling answer to “Why should I choose you?” is critical to the sustainability of your organization. Helping everyone in your organization answer “Why should I choose you?” is the most important work you can do today.
1. After this session, participants will be able to explain why having a clear answer to the question, "Why should I choose you?" is critical.
2. After this session, participants will be able to explain why architects lack relevance in some clients' eyes and why they're being commoditized.
3. After this session, participants will be able to craft a clear and concise message that compels clients and employees to choose them.
4. After this session, participants will be able to communicate in a neuroscience-based way that resonates with their clients and employees.
Jeff Echols - President - echoEngagement
The biggest threat to any organization is becoming a commodity in the eyes of their clients and prospects. Jeff Echols has the unique ability to drill to the heart of an organization to find the unique advantages that drive relevance in the eyes of the most important audience: the organization's clients and prospects.
In times of velocity and uncertainty, Jeff’s unique experience earned over more than two decades in the A/E/C industry is a calming force that helps leaders understand how to win in today’s highly competitive, commoditized arena by clearly communicating solutions your clients truly value.
Jeff has shared his humorous and lively speaking style in venues ranging from Conference Rooms and Council Chambers to Regional and even National Convention stages … he even had the opportunity to speak at an IndyCar factory.
His speaking clients have included American Council of Engineering Companies (ACEC), American Institute of Architects (AIA), Associated Builders and Contractors (ABC), Construction Specifications Institute (CSI), Professional Services Management Journal (PSMJ), and Society for Marketing Professional Services (SMPS).
During Jeff’'s session, you will learn how to consistently deliver a clear, concise, and compelling answer to, "Why should I choose you?", and why helping everyone in your organization answer that question is the most important work you can do today.
Speaker contact information:
Jeff Echols - President
5222 E 9th Street
Indianapolis, IN 46219