True or false? If your client sells into multiple industries, they should have an ideal buyer profile for each.
- True
- False
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By vmartinez
True or false? If your client sells into multiple industries, they should have an ideal buyer profile for each.
By vmartinez
Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?
(Same questions with different answers, depend of the image)
Have sales make immediate contact |
Have marketing nurture |
Offer group-based resources |
Avoid investing too many resources |
or
Have marketing nurture these leads |
Offer group-based resources |
Avoid investing too many resources |
Hand off to sales and have sales make immediate contact |
or
Have marketing nurture |
Offer group-based resources |
Avoid investing too many resources |
Have sales make immediate contact |
By vmartinez
Which of the following is NOT a good criterion for an ideal buyer profile?
Geographic location |
Size of company |
Industry or vertical |
Job title |
By vmartinez
When identifying which clients are a good-fit for upselling, all of the following criteria is important, EXCEPT:
A client with only 20-50 employees
A client who represents the type of account your agency wants to work with
A client with specific business goals
A client who is financially stable
By vmartinez
True or false? When a client asks you to complete tasks outside the scope of the retainer, you should always agree to do them. You want to keep the client happy, even if that means spending more time than theyโre paying for.
True
False
By vmartinez
True or false? Upsells should only happen during the renewal call.
True – you shouldnโt bring up any upsell opportunities until the renewal, since this will just distract your client.
True – upsells only happen during a renewal, since a client is never willing to pay more for something once they already have a retainer.
False – upsells can happen at any time, you should always be looking for opportunities to add more value for the client.
False – upsells should only happen during monthly or quarterly client reviews. You donโt want to distract from the renewal by presenting new ideas.