Client had a great experience with our corporate events/networking sessions but he was struggling to justify 2.5x increase for the single event participation budget.
We've involved one of our marketing analysts who has identified the key target group for the client, researched the historical data with the average deal closed and provided the prospect with estimated ROI - which was more than appealing.
After an event, reconnected with the client and found out that they have exceeded the ROI estimate with entire 26%. Happy client, happy cashflow.
Key learnings:
- Go extra mile to help your prospects understand the value of your service
- Do not just nod on "no" and try to find the real reasoning behind
- Always try to involve suitable experts for delivering the value to your clients.
#happyhunting
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