Winning additional business from existing clients is easier and cheaper than winning completely new clients.  So here are our tips for consultancy personnel.  We have started with a couple of our own, but then we have left clients to speak for themselves.

1. Recognise what motivates client personnel; quite probably it’s what motivates their boss.
2. Come up with new ideas, be human and positive, and keep selling.
3. Give me a sense of perspective: what can you do that is of value to us; what are your results-oriented successes for others?
4. Under-promise, over-deliver – thereby demonstrating there is something about our business you cherish.
5. Understand our internal problems and show me how something else can be done better and more cost effectively.
6. Every client wants an agency to make them look good.  It is the one thing every client wants, even those that will not admit it.
7. We know our basic problems.  If you come up with a great solution, we’ll listen.
8. Be prepared, be honest, be straightforward, be friendly, be confident without being cocky.
9. Don’t make a ‘hard sell’ to the point where it becomes offensive.  Show me how you can help then respect my response.
10. Keep focused on work that affects and impacts our business results or influences our business environment.

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