Wednesday, 22 August 2018
You are nearing the end of a successful meeting with a client, when she tells you, “this all sounds really great, but I do not have the budget for Google Search right now.” What should you do next?
August 22, 2018
- Empathize and ask the client to tell you more about her concern
- Explain the return on investment the client can expect and explain why she should make room in her budget
- Find out if the client has someone she reports to who may be able to approve the investment in display
- Ask the client if her long-term success is worth making room in her budget
Your client mentions he has some concerns about implementing a Google Search campaign. Which is a good example of clarifying the client’s concerns?
August 22, 2018
- “This sounds more like a concern your supervisor mentioned. Is that correct?”
- “Can you please tell me more about what you have heard that concerns you?”
- “It sounds like you are getting incorrect information. What is the role of the person who told you that?”
- “I can see how that would be your concern, but you do not have to worry about that.”
Before you meet with your new client, your online research showed that she played golf for a local college you also attended. Bringing this up in when you meet would:
August 22, 2018
- increase the length of your meeting beyond what is really necessary.
- be unnecessary, because it will not help you make the sale.
- demonstrate your interest in the client as a person and help build rapport.
- demonstrate your online research abilities so the client sees you as an expert in anything related to growing business online.
“I can see how that would be frustrating” and “That is a valid concern. Many of my clients have expressed that same concern before starting their campaign” are both examples of speaking with a concerned client. These types of responses are:
August 22, 2018
- not beneficial, because clients do not need reassurance.
- only beneficial when speaking with a client that is more emotional versus logical.
- helpful because they let the client know her concern is valid and can help lower her resistance.
- beneficial because clients buy from sales representatives they like.
Before the start of a meeting, thinking about the meeting’s desired outcome will:
August 22, 2018
- not be helpful and will cause you to overthink the meeting.
- be a waste of time, and you are already very busy.
- be helpful, because it will allow you to focus on how to maximize success.
- be helpful, only if it will not increase the length of your meeting beyond what is necessary.
Asking a client questions about his desired business objectives is:
August 22, 2018
- a good idea, because it makes you sound like you understand the client.
- a good idea, because it can lead you to other information that may be valuable in providing additional solutions.
- only important when you are not getting very clear responses about the client’s marketing objectives.
- a bad idea, because the scope is too broad for a marketing meeting.
Before asking your client questions about her business, it is best to tell her the reasons for the questions and the benefit because:
August 22, 2018
- you do not want the client to feel as though you are wasting her time.
- it will help you appear more confident to the client and she will be more likely to give you truthful responses.
- it shows the client you value her insight and partnership so you can provide a tailored solution.
- it gives the client the opportunity to decide if she needs to gather more information before answering your questions.
Which is a good example of a question to better understand the client’s primary motivating factor for using AdWords?
August 22, 2018
- “How will this impact your business long-term?”
- “When do you want to get started?”
- “What is your budget?”
- “Who else needs to be involved in this decision?”
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