Are you making these three common mistakes?
Are you making these three common mistakes in Account Management, leading to opportunities being ‘left on the table’?
Believing you need to have all the answers. You don’t!
If your client mentions a problem they need solving and you want to help but don't know how then defer to someone in your agency who may be able to help or guide. As the conduit, part of your job is to communicate between client and agency not to be a one-man problem-solving machine. However, you do need to be confident about spotting an opportunity in a context you may not understand.
You think asking questions to clarify a business issue will be viewed negatively by the client. It won't!
Be curious. By asking questions you are demonstrating an interest in their business and gaining an understanding of how you could potentially help.
Not actively listening. Curious people know there is more to learn by listening than talking.
The above points are intrinsically linked. It starts with wanting to know more, being alert to what the client is sharing, and being confident enough to say to them, "I don't know the answer, but I know someone who does".