When: March 27, 2014 1 - 2 PM EDT
In today’s rough and tumble marketing environment, account leaders have to be able to recognize opportunity and jump on it. If we’re not constantly refreshing our accounts with new ideas and leading them to begin new initiatives, client relationships can go stale. And even healthy relationships will fail to realize all of their income potential.
To fully serve clients – and capture all the revenue potential – account leaders need to learn to upsell as part of their everyday client relationships. They’ve got to be constantly thinking about new ideas to take to clients.
But even when clients say they want new ideas, they often end up rejecting them. “Too expensive.” “Too new.” “Too complicated.” “Too unfamiliar.” “Too untested,” they say.
So account teams have to develop a selling strategy that gets past these objections and prepares clients to say, “Yes, let’s do it.” Account leaders don’t consider themselves salespeople, but they’ve got to be comfortable with developing ideas and selling them.
On March 27, Sheila Campbell, Wild Blue Yonder, will tell you how to grow your accounts by using consultative selling techniques, including:
•How to recognize the different levels of client need
•Developing open-ended questions that reveal what’s really going on with the client
•Improving listening skills
•Turning features into benefits the client can relate to
•Anticipating objections and dealing with the issues early
•How to keep a client committed even after they say yes.
Who Should Attend?
Almost anyone who is client-facing can benefit from this Webinar, from young account managers to account supervisors and directors, as well as people from public relations, digital, media, direct, promotions and other agency disciplines. In short, anyone in the agency who might be able to introduce a new idea to their clients will strengthen their sales ability.
What You Can Expect from This Webinar?
Participants will learn how to use consultative sales techniques that deliver results, but don’t make them feel like “salespeople.” Instead, they’ll be able to identify client needs and the appropriate timing to propose new initiatives.
Single Registrant: $99
Conference Room: $349*
Unlimited Individual Access for the Agency: $999**
Single Registrant: $199
Conference Room: $699*
Unlimited Individual Access for the Agency: $1499**
*Full Conference Room provides one link to use in a Conference Room. No limitation on number of viewers.
**Unlimited Access gives all employees the chance to view the webinar from his or her own computer. A special link will be sent to one person that can then be forwarded to the rest of the agency. At the conclusion of the webinar, a link to the recorded webinar will be sent to the agency or company that signed up for the Unlimited Access option. This link is available for 2 weeks.
A cancellation fee of $25 will be applied to any cancellations.
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