CONFIDENT CLIENT RELATIONSHIPS
Modules 1 & 2:
Wednesday 15 June
10.30-12.00 & 13.00-14.30
Modules 3 & 4
Wednesday 29 June
10.30-12.00 & 13.00-14.30
Meeting ID: 840 1799 4960
Dial in from your own device, in a completely separate location / meeting room from other participants.
Head into the waiting room 5 minutes before the start time.
ABOUT THE TRAINING
I'm looking forward to seeing you for Confident Client Relationships.
This eye-opening workshop provides the advanced communication skills to be
able to influence senior clients. You will have the confidence to gain buy-in and influence important business decisions. You will learn how to establish
trusted advisor status, driving conversations and dealing with challenging
situations, confidently and assertively. You will gain valuable techniques for
forging strong working relationships with different types of clients.
Module 1: Match the Agency Offer to the Client Need
Understand the components of trusted relationships and benchmark your own trusted advisor status
Communicate your messages with confidence
Gen up on agency case studies and examples
Cross-sell the wider agency offer
Module 2: Develop a Client Relationship Strategy
Identify key influencers; understand their world and their business needs
Recognise client styles and preferences
Adapt your sales approach accordingly
Actively seek opportunities beyond the agreed scope
Create touchpoints – surprise and delight
Develop awareness of the client world and industry
Module 3: Challenging Situations
Manage disgruntled clients
Handle dominant clients, in a way that is ‘elegantly assertive’
Think on your feet
Field difficult questions and objections
Modules 4: Hold Your Own in Negotiations
Introduce budget conversations with confidence
Control account costs and service levels
Handle unreasonable requests assertively
Appreciate your leverage, adopting a ‘value not cost’ mindset
Reset historical bad habits with long term clients
See you soon!
There are 2 parts to the preparation for this workshop.
Please prepare Part 1 in advance and send your responses to Part 2 to Sarah by Friday 27 May.
You will need to allocate a good hour to do this properly, so that we can maximise the impact of the training.
Imagine one of your clients has just hired a new marketing director. Your day-to-day comms lead has invited you to meet them for the first time.
We would like you to put together a 3-min explanation of 'Who we are and how we can help you'. To make it as authentic as possible, you need to have a real client in mind. You are not allowed to use PowerPoint; this is a relaxed, but well-considered 'conversation', not a 'presentation'. We will be listening out for the following:
Who we are
Have you introduced yourself well?
Have you communicated what Yellow Jersey does, clearly and succinctly?
How we can help you
Have you thought about what the marketing director’s business priorities and interests might be, for this particular client?
Have you included at least one relevant example of how you have supported other clients with similar needs?
Have you explained the business or reputational impact you had on those clients, in a measurable way?
Describe a challenging client relationship that would benefit from you using confident communication skills and why.
WHAT PEOPLE SAY
I’ve been on many courses over the years and can honestly say this was right up there with the best. Not only was the content good but all of the sessions were engaging and you went at a great pace.
Our team benefitted hugely from the breadth of knowledge, insight and first-hand experience delivered by Isobel. All members of our team left each of the sessions informed, invigorated and eager to put their newfound learning into practice. Highly recommended!
I was really blown away by Isobel’s training. She provided practical and really useful insights. As well as that, she delivered the training in a positive and warm manner, which is so hard to do on zoom .
ABOUT ISOBEL CAMIER
Isobel Camier (MCIPR) is a senior communications professional and PR trainer. She has been in the industry for over 15 years, working both agency-side and as Head of Communications for Williams F1.
Today, Isobel delivers bespoke PR workshops to agencies, corporate businesses, individuals and charities. Her talent is in tailoring training sessions to clients' specific objectives. Her training style is known for being energetic and engaging.
She is a licensed Insights Discovery® practitioner and an accredited trainer for the Chartered Institute of Public Relations, where she runs training on a range of topics.
Her other training clients have included Red Consultancy, CC Group, FleishmanHillard, Nelson Bostock, Fever and Erlam.
Since 2004, Savage Communications has delivered training to hundreds of organisations across the UK and globally. Here is a small flavour of some our clients.