Overcoming Client & Prospect Objections with Estimates, Proposals & New Project Ideas
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Persuading clients and prospects to sign off on estimates and proposals is no easy feat. Particularly in turbulent periods, intense budget scrutiny can be tough to crack.
In this session, we’ll review how to pre-empt and overcome the ten most common objections agency teams encounter when attempting to get budget sign-off. We’ll...
Persuading clients and prospects to sign off on estimates and proposals is no easy feat. Particularly in turbulent periods, intense budget scrutiny can be tough to crack.
In this session, we’ll review how to pre-empt and overcome the ten most common objections agency teams encounter when attempting to get budget sign-off. We’ll outline why the client is pushing back, and specifically, how to address each.
As we move through the training, you’ll see that learning just a few underlying principles will improve your ability to handle many situations. In fact, once you learn how to address these common objections, you will find your anxiety decreases – and your conversion rate increases. You’ll come to realize that an objection is just a form of request for more (relevant) information.
Ultimately, the goal is to ensure the agency gets paid fairly for all its work.
Training Materials
Following the session, you will be provided with 1 week of recording access.
Who Should Attend
This training will be most relevant for those production, client-facing, pitch, and management team members involved in writing estimates and proposals, and securing client approval.
Instructors
Brent Hodgins
Mirren | Managing Director
Brent Hodgins is the Managing Director at Mirren, a firm that specializes in organic growth and new business training for agencies in digital, PR, advertising, media, experiential and more. Each year, more than 900 agencies now participate in Mirren’s annual conference, training programs and webinars (www.mirren.com). Their team has now trained CEOs and their senior management teams in every major region around the world.
Brent is highly competitive as he rallies his agency clients to build the infrastructure necessary for consistent growth – applying methods that are far more innovative and efficient. He believes that growing an agency is not about throwing more money at it. Rather, it’s how you organize the resources you already have in place. He can also be heard encouraging agency teams to stop submissively bowing down to their clients. “As soon as you put the client up on a pedestal, you lower your position in their mind. It’s a downward spiral from there. If you bring a high level of expertise to the table, then take a stand and command the respect you deserve as a peer.”
His approach to converting organic growth and new business is down to a science – strategic and methodical – but often contrarian. Too many agencies are using the same old dated methods. And, often with no consistency whatsoever. If no one breaks from this sea of sameness, nothing will change.
Brent began his career in account management at Leo Burnett, where he worked on Kellogg’s, Johnson & Johnson and McDonald’s. Later at TBWA\Chiat\Day he launched their digital group in New York, before moving into new business at Wieden + Kennedy.
After 10 years in New York, Mirren moved its offices to Seattle. Brent resides in the Ballard area with his wife and son.
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