Shaun Marsden

Reclaiming lost clients requires innovative strategies. Begin with a thorough analysis of why they left, then personalize your approach based on their preferences. Offer a unique 'win-back' package addressing their specific needs, including exclusive benefits. Share success stories of similar clients who returned and thrived with your improved services. Use a multi-channel outreach strategy, combining email, calls, and social media. Practice transparency about past issues and subsequent improvements. Propose a collaborative partnership, involving them in co-creating solutions. This approach demonstrates your commitment to growth and client success, increasing your chances of rebuilding valuable relationships and regaining lost business.

To improve resilience to rejection as an account manager, reframe rejection as a learning opportunity, not a personal failure. Set realistic expectations and develop a growth mindset, focusing on learning from each experience. Strengthen emotional intelligence to manage responses and maintain professionalism. Engage in self-care practices and build a supportive network for encouragement and advice. Celebrate successes and analyse rejections for improvement. Practice visualisation to enhance confidence and prepare for future interactions. Remember, resilience is built over time through persistence, learning, and adaptation.

Start by understanding their needs and challenges. Use this knowledge to tailor your communication and offer solutions that align with their specific needs. Be authentic and genuine in your interactions, as this builds trust. Use social proof such as success stories, testimonials, or industry awards to validate your credibility. Ask open-ended questions to uncover their motivations and objections, and provide valuable information or resources that can help them solve their problems or achieve their goals. Be reliable, transparent, and proactive in your interactions. Lastly, maintain a clear and professional communication style, and always deliver on your promises.

Focus on flexibility, risk minimisation, and clear communication. Establish confidentiality agreements to protect sensitive information during negotiations. Prepare thoroughly, understanding your company's needs and standards and build a negotiation team with legal and project expertise. Prioritise key objectives and be ready to justify your offer. Use simple, clear terms and ask open-ended questions to understand the vendor's needs and constraints. Include realistic service level agreements (SLAs) and define the scope of work to avoid misunderstandings. Be flexible in your approach, considering price, support, and terms and conditions, and be willing to adapt as more information becomes available.

Start with a small request, such as asking prospects to fill out a survey or download a whitepaper, and then gradually escalating to larger requests like scheduling a demo. This method leverages the principle of commitment and consistency, where initial agreement to a small action increases the likelihood of agreeing to larger commitments.

Attend sessions and keynotes related to your product domain and emerging trends. Take notes and discuss learnings with colleagues after. Speak with vendors in the exhibit hall about the latest product developments. Collect brochures and sales materials for future reference. Network at mixers and meals. Introduce yourself to other attendees and exchange business cards. Follow up with connections after. Join workshops and roundtables to brainstorm solutions to shared problems and challenges. Meet up with other attendees afterwards to compare highlights and new knowledge gained. Share your takeaways, materials gathered, and new connections with your team when you return.