The Guttulus Blog

A good guideline for asking your client questions to understand her marketing needs and how you might be able to help her is: ask questions only if you did not gather enough information from your pre-call planning. ask “yes” or “no” questions to show credibility and avoid confusing the client. uncover the client’s pain points […]

Starting a client meeting with an agenda: can help lower the client’s resistance, because he will know what to expect. makes the client feel he is important, even if he is not a key decision-maker. is too structured and will probably scare the client. is only necessary if you do not have experience in selling […]

You have a meeting with a new client. Why would it be a good idea to share anonymized data (such as conversion rate and cost-per-conversion) from some successful clients in the same industry as this client? To sound smarter and show the client that you are more knowledgeable than he originally thought you were To […]

Your client mentions he has some concerns about implementing a Google Search campaign. Which is a good example of clarifying the client’s concerns? “This sounds more like a concern your supervisor mentioned. Is that correct?” “It sounds like you are getting incorrect information. What is the role of the person who told you that?” “I […]

When covering the agenda at the beginning of a meeting, stating the purpose should be: avoided, unless the client asks you why he is meeting with you. as fast as possible, so the client does not realize he is going to be sold. quickly covered, so the client knows you are still in control. client-oriented […]

“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: not beneficial, because clients do not need reassurance. helpful because they let the client […]

During a sales meeting, you use the Google Trends tool to show insights and link back to what the client said about hiring someone to create online campaigns for her toy store website. What is the purpose of doing this? There is no purpose to linking back to what the client said It gives you […]

Before the start of a meeting, thinking about the meeting’s desired outcome will: not be helpful and will cause you to overthink the meeting. be helpful, only if it will not increase the length of your meeting beyond what is necessary. be a waste of time, and you are already very busy. be helpful, because […]

When introducing yourself to a new client, it is important to share: your name and a brief 15 minute overview of AdWords. your name and the product you think will benefit the client the most. your name, your role, and relevant experience in helping companies similar to the client. your name The Correct Answer is: […]

Which is a benefit of doing pre-call planning before pitching online advertising solutions to a client? To guarantee that the client will make a decision by the end of the meeting To prepare for potential objections the client may have Preparation is only important if you have multiple people meeting with the client and want […]