As an analyst working for a digital advertising agency, one of the most nerve-racking parts of my job was pitching budget increases to clients. No matter the amount I was asking for, no matter the length or quality of my relationship with the client, I was reduced to a ball of nerves. Every. Single. Time.
I went into each pitch prepared with data to back up why the client needed to increase their advertising budget and techniques to overcome their objections. I was driving high-quality results I knew I could scale with additional spend. So why was each pitch a fresh new hell?
I couldn’t predict the outcome of a budget conversation. I was unsure of whether I’d leave a conversation with a big win for my department or getting yelled at by my client for two hours (true story).
During that time, I discovered which strategies turned reticent clients into top spenders and which techniques scared clients away.