Account Manager Success Plan Introduction
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If you manage client relationships in a creative agency and want to develop the account but don't know where to start, the Account Manager Success Plan is a free online training to help you build confidence Sign up to learn how to grow client business http://bit.ly/Accountskills
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Account Manager Success Plan Introduction
- 1. ACCOUNT MANAGER SUCCESS PLAN CLIENT DEVELOPMENT FOR CREATIVE AGENCY ACCOUNT MANAGERS
- 2. When I started out..
- 3. Back in the day
- 4. DB as he is now
- 5. What it can be like working in a creative agency
- 6. What it sometimes feels like
- 7. Who’s this course for? For you
- 8. Course content 1 What is client development, why do it and the easiest way to grow business 2 What is your client really buying? 3 Principles of client development 4 Create opportunities to sell 5 Understand the client’s world 6 Action planning
- 10. Learning outcomes • Increase your confidence when dealing with clients • Know what you need to do to grow the account • Extend the relationship with your client • Be seen as a partner rather than an order taker • Help you develop a plan for client development to share with your agency
- 11. Digital Account Manager, London The Digital Account Manager will deliver the campaign objectives and then provide strategic consultation throughout projects whilst planning long term account development strategies. - Reed.co.uk, 20 Aug 2014 http://www.reed.co.uk/jobs/digital-account-manager/24861472#/jobs/media-digital-creative/account-manager
- 12. Media Account Manager, NY Lead key accounts while providing excellent client development strategy. - Ad Week, 20 Aug 2014 http://jobs.designweek.co.uk/job/413201/senior-account-manager-advertising-agency/
- 13. Senior Account Manager, Sydney Responsibilities include organically growing your client base - seek.com, 20 Aug 2014 http://www.seek.com.au/job/27116469
- 14. Sign up for Module 1 what is client development, why does it make sense & the easiest way to grow business
Editor's Notes
- Existing clients will recommend you more frequently Clients who you keep for a longer period of time will be more willing to recommend you to others. If you don’t already have a referral process in place then now might be a good time to start because if your existing clients are satisfied with your services they are usually very willing to introduce you to others. A personal introduction is lucrative and could reduce your cost of sale i.e. it could mean no pitch. And another way to benefit from your client’s endorsements is to ask them for a testimonial – more powerful than any marketing message you could come up with for yourself
- Existing clients will recommend you more frequently Clients who you keep for a longer period of time will be more willing to recommend you to others. If you don’t already have a referral process in place then now might be a good time to start because if your existing clients are satisfied with your services they are usually very willing to introduce you to others. A personal introduction is lucrative and could reduce your cost of sale i.e. it could mean no pitch. And another way to benefit from your client’s endorsements is to ask them for a testimonial – more powerful than any marketing message you could come up with for yourself
- So this course is for you if… You’re interested in picking up some tips for managing client relationships You haven’t received much formal training in how to grow business You are struggling to find the time to think about your accounts strategically You don’t really know where to start with client development You’d like to improve your knowledge, gain some new skills and stand out and be recognised by boss and agency
- So this is what we’re going to cover; Define what we will be referring to in this course as client ‘development’, find out why it’s so important and one strategy that is probably the easiest way to generate some new business… Discover… & why those account managers that understand this are more successful Run through…principles. If you’re struggling with many different clients and don’t have a way to prioritise them, the model I’m going to share will help you. We’re also going to take a look at the benefit of analysing your client’s communication style and talk about setting goals for each area of your role. Show you an example of a contact strategy that you could use to help ensure you have as many interactions with your client and opportunities to help solve their problems. We’re also going to watch a video interview with Marcus Cauchi who is a sales trainer for Sandler training institute where he teaches us a very simple process for turning what starts as a request for feedback from the client into new business. We’re going to look at client challenges, talk about how important it is to ask really great questions on an ongoing basis and why asking questions is going to enable you to develop the most relevant solutions. We’ll also give you some questions you can use right now to help you overcome nerves in the meeting and present yourself to the client as someone who is highly organised and who is thinking about their business 6. Finally we’ll look at the types of solutions you can develop as a result of your investigation into Before we start module 1 I wanted to show you a few job specs for account manager roles that are being advertised on the net in London, New York and around the world that I’ve downloaded today and show you how often ‘client or account development comes up as a skill that’s required.
- So this is what we’re going to cover; Define what we will be referring to in this course as client ‘development’, find out why it’s so important and one strategy that is probably the easiest way to generate some new business… Discover… & why those account managers that understand this are more successful Run through…principles. If you’re struggling with many different clients and don’t have a way to prioritise them, the model I’m going to share will help you. We’re also going to take a look at the benefit of analysing your client’s communication style and talk about setting goals for each area of your role. Show you an example of a contact strategy that you could use to help ensure you have as many interactions with your client and opportunities to help solve their problems. We’re also going to watch a video interview with Marcus Cauchi who is a sales trainer for Sandler training institute where he teaches us a very simple process for turning what starts as a request for feedback from the client into new business. We’re going to look at client challenges, talk about how important it is to ask really great questions on an ongoing basis and why asking questions is going to enable you to develop the most relevant solutions. We’ll also give you some questions you can use right now to help you overcome nerves in the meeting and present yourself to the client as someone who is highly organised and who is thinking about their business 6. Finally we’ll look at the types of solutions you can develop as a result of your investigation into Before we start module 1 I wanted to show you a few job specs for account manager roles that are being advertised on the net in London, New York and around the world that I’ve downloaded today and show you how often ‘client or account development comes up as a skill that’s required.