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?

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 be so convincing that the client has no choice but to buy, because you know he enjoys looking at data

To sound smarter and show the client that you are more knowledgeable than he originally thought you were

To make the meeting last longer, so the client feels even more invested in the solution

To stimulate dialogue with the client so he becomes more excited about your ideas and the potential growth his business could see

“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:

“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:

beneficial because clients buy from sales representatives they like.

helpful because they let the client know her concern is valid and can help lower her resistance.

only beneficial when speaking with a client that is more emotional versus logical.

not beneficial, because clients do not need reassurance.

A question that includes factual information based on market research, such as, “Four in five consumers want search ads to be customized to their city or immediate surroundings. How are you approaching your local online opportunity?” is a good example of:

A question that includes factual information based on market research, such as, “Four in five consumers want search ads to be customized to their city or immediate surroundings. How are you approaching your local online opportunity?” is a good example of:

how to misinterpret data to persuade the client to buy Google AdWords.

a question that the client may not be able to answer, because it is confusing.

a question that will upset the client because the client may feel as though you are questioning their current marketing strategy.

demonstrating credibility, while also seeking to understand how the client is currently approaching marketing.

You are nearing the end of a successful meeting with a client, when she tells you, “this all sounds really great, but I do not have the budget for Google Search right now.” What should you do next?

You are nearing the end of a successful meeting with a client, when she tells you, “this all sounds really great, but I do not have the budget for Google Search right now.” What should you do next?

Explain the return on investment the client can expect and explain why she should make room in her budget

Empathize and ask the client to tell you more about her concern

Ask the client if her long-term success is worth making room in her budget

Find out if the client has someone she reports to who may be able to approve the investment in display

Starting a client meeting with an agenda:

Starting a client meeting with an agenda:

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 Google products.

can help lower the client's resistance, because he will know what to expect.

You recently read a great article about the importance of a quality mattress in preventing back problems and it reminds you of your client who owns several mattress stores. After reading the article, you:

You recently read a great article about the importance of a quality mattress in preventing back problems and it reminds you of your client who owns several mattress stores. After reading the article, you:

call your client and tell him about the article, what you thought would be beneficial to him, and engage in additional conversation to see how you might be able to further help him grow his business.

send the article to your client's competitor with some insider notes on what you did for the client. This might be a good opportunity to get his business.

do nothing. It was a good article, but your client has been in the industry for 15 years so it would not be anything new for him.

send your client an email and explain that you, “just wanted to say ‘hi’.”

Which is a benefit of doing pre-call planning before pitching online advertising solutions to a client?

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 to avoid confusion on each person's role in the meeting

Preparation is not critical if you have enough experience

A good guideline for asking your client questions to understand her marketing needs and how you might be able to help her is:

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 so you can use them against her later.

ask questions about the client’s current situation, desired situation and expectations.

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?

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?

To let the client know you are the expert

There is no purpose to linking back to what the client said

It gives you an advantage in negotiating with the client

It shows the client that the solution is customized to her situation

You are about to conclude your meeting with a new client who would like to start an online marketing campaign. Before concluding the meeting, what best practice should you use?

You are about to conclude your meeting with a new client who would like to start an online marketing campaign. Before concluding the meeting, what best practice should you use?

There is nothing that needs to be done before ending the meeting with the client

Review spreadsheets and tools with your client, so she knows you are knowledgeable about growth metrics

Review the key objectives the client wants to accomplish with her campaign and the strategy discussed

Review the reasons why the client should buy Google AdWords, and be sure to emphasize cost so they understand the investment in future success

A positioning statement is a quick 90 second explanation of what type of clients you work with, what challenges they face, and how they can benefit from working with you. When is it appropriate to use a positioning statement?

A positioning statement is a quick 90 second explanation of what type of clients you work with, what challenges they face, and how they can benefit from working with you. When is it appropriate to use a positioning statement?

When the client has a very large budget and needs especially good treatment to ensure he buys Google AdWords

When you want the client to see you as a credible resource with solutions that can help him reach his business objectives

When the client is not very clear in his responses to your questions and needs more help understanding your role

When the client does not seem interested in Google AdWords

Which is a good example of a question to better understand the client’s primary motivating factor for using AdWords?

Which is a good example of a question to better understand the client’s primary motivating factor for using AdWords?

“How will this impact your business long-term?”

“What is your budget?”

“Who else needs to be involved in this decision?”

"When do you want to get started?”

Before the start of a meeting, thinking about the meeting's desired outcome will:

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, because it will allow you to focus on how to maximize success.

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.

Asking a client questions about his desired business objectives is:

Asking a client questions about his desired business objectives is:

only important when you are not getting very clear responses about the client's marketing objectives.

a good idea, because it makes you sound like you understand the client.

a bad idea, because the scope is too broad for a marketing meeting.

a good idea, because it can lead you to other information that may be valuable in providing additional solutions.

Before you meet with your new client, your online research showed that she played golf for a local college you also attended. Bringing this up in when you meet would:

Before you meet with your new client, your online research showed that she played golf for a local college you also attended. Bringing this up in when you meet would:

demonstrate your interest in the client as a person and help build rapport.

increase the length of your meeting beyond what is really necessary.

demonstrate your online research abilities so the client sees you as an expert in anything related to growing business online.

be unnecessary, because it will not help you make the sale.

Why is it important to understand the expectations a client has of you?

Why is it important to understand the expectations a client has of you?

To give you the opportunity to tell the client if she is unreasonable in her requests, so you can help her achieve her goals

It is important so you can persuade the client into spending more money

It will help you better understand how your client wants to be served so you can provide a great experience

It is only important if you think the client may have false assumptions on how the campaign will work

When covering the agenda at the beginning of a meeting, stating the purpose should be:

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.

client-oriented to let the client know what he will gain from 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.

What is the main purpose of summarizing the conversation with the client at the end of a meeting?

What is the main purpose of summarizing the conversation with the client at the end of a meeting?

It gives the client an opportunity to change his mind on buying from you, so it should only be done if absolutely necessary

It makes the client feel he is important and guarantees he will buy what you are selling

It makes the client feel he is being listened to and the solution provided is customized for him

It buys you a extra time to decide how to close the sale

Your client mentions he has some concerns about implementing a Google Search campaign. Which is a good example of clarifying the client’s concerns?

Your client mentions he has some concerns about implementing a Google Search campaign. Which is a good example of clarifying the client’s concerns?

"Can you please tell me more about what you have heard that concerns you?"

“I can see how that would be your concern, but you do not have to worry about that.”

“It sounds like you are getting incorrect information. What is the role of the person who told you that?”

“This sounds more like a concern your supervisor mentioned. Is that correct?”

Asking the client, “Is there anything else you want to be sure we discuss during our meeting?” is:

Asking the client, “Is there anything else you want to be sure we discuss during our meeting?” is:

a good idea, because you get the client's input which makes the client feel like he is being listened to.

a bad idea, because it gives the client unnecessary control of the meeting.

a good idea, but only if you know the client will not bring up any concerns.

a bad idea, because the client may feel you do not know what you are doing.