Unlocking Stalled Deals: Tactical Strategies for Agencies and Their Client Teams
A Client Service Selling Podcast summary.
As the year draws to a close, agencies face mounting pressure to convert stalled opportunities into wins.
Whether it’s clients citing budget constraints, the challenge of following up without seeming pushy, or the frustration of being ghosted, these obstacles can feel insurmountable. In our latest live podcast, hosts David, Dave and Nicole shared their expertise on overcoming these common blockers. This blog refines their insights into practical strategies, creative approaches, and a mindset shift that can help you finish the year strong and set the stage for future success—without being pushy.
1. The “No Budget” Barrier: Reframing the Conversation Line
One of the most frequent objections agencies encounter is the claim of “no budget.” It’s a phrase that can halt momentum and leave teams wondering how to proceed. Nicole’s approach reframes this challenge by focusing on urgency and context. When a client says there’s no budget, it often means the urgency to act hasn’t been established, or the context for the investment isn’t compelling enough. Instead of accepting it, shift the conversation:
Key Questions to Ask:
What is the business issue you’re facing?
How are you currently solving it?
Why do you need to solve it right now?
What is the cost of not acting?
Followed by, “What would need to be true for this to become a priority?” This question shifts the conversation from a dead end to a collaborative exploration of what matters most to the client. It’s crucial to discover where the client is prioritizing their budget and how your solution can help them succeed in those areas. By changing the conversation from “no budget” to “what is a priority,” you open the door to new possibilities.
Practical Example:
Imagine you’re pitching a new marketing campaign, but the client says there’s no budget. Instead of accepting this at face value, ask about their current priorities. Perhaps they’re investing in digital transformation or customer retention. Position your campaign as a way to support those goals, demonstrating how it aligns with their strategic objectives.
Takeaway:
Don’t retreat when you hear “no budget.” Instead, dig deeper into the client’s priorities, create urgency, and position your solution as essential to their success. Sometimes, the real issue isn’t the absence of budget, but the lack of perceived value or urgency.
2. The Art of Effective Follow-Up
After sending a proposal, many client-facing teams struggle with how to follow up without seeming pushy or desperate. Follow-up isn’t a discrete activity—it’s part of a continuous strategy to land the work. Every interaction should build on the last, nudging the client forward and reinforcing the urgency established earlier.
Strategic Follow-Up Tips:
Have a plan for each stage of the process.
Reference the urgency and cost of inaction highlighted in your proposal.
Be relevant and helpful in your communications.
Avoid putting pressure on the client; instead, add value.
Instead of internalizing pressure to close deals - which can lead to self-oriented behaviors and inadvertently transfer stress to the client-, brainstorm with your team to identify what would be most useful for the client at this stage. This could include offering expert insights, sharing relevant research, or facilitating connections. Creativity and teamwork are essential—sometimes, a fresh perspective or a simple coffee chat can reignite stalled conversations.
Actionable Steps:
Map out your follow-up strategy in advance, considering what information or resources might help the client move forward.
Personalize your follow-up messages, referencing previous conversations and demonstrating your understanding of the client’s needs.
Offer new insights or resources that add value, rather than simply asking for an update.
Takeaway:
Effective follow-up is about adding value, not applying pressure. By staying relevant, creative, and empathetic, you can keep the conversation alive and increase your chances of success.
'Don’t take ghosting personally. Recognize that everyone is busy, especially at year-end.'
3. Ghosting: Navigating Silence with Empathy and Curiosity
Ghosting—when clients go silent after initial engagement—is increasingly common. Our advice is to assume positive intent: most people are busy, not rude. The goal is to make it easy for clients to re-engage without guilt or pressure.
Tactics for Handling Ghosting:
Follow up with curiosity, not pressure.
Reference something relevant to the client (“I saw this and thought of you…”).
Use soft measures (“Is this still on your radar?”).
Give clients an easy out (“Is it not now, or not ever?”).
You can bring a fresh perspective to the conversation, highlighting either the benefits of moving forward or the risks of inaction. If all else fails, give yourself permission to close the opportunity gracefully, leaving the door open for future collaboration. Communicate that you’ll be in touch with new ideas and ways to help when priorities shift.
Practical Example:
If a client hasn’t responded to your last few emails, try sending a message that acknowledges their busy schedule and offers something useful—a relevant article, a new industry insight, or an invitation to connect when they’re ready. This approach demonstrates understanding and keeps the door open for future engagement.
Mindset Shift:
Don’t take ghosting personally. Recognize that everyone is busy, especially at year-end. By maintaining empathy and offering value, you keep relationships alive—even if the immediate opportunity doesn’t materialize.
4. Shaking the Tree: Creative Ideas in a Difficult Marketplace
This episode also answered live audience questions and shared real client scenarios that agencies face every day. During the Q&A, someone asked for different ideas to “shake the tree” in a challenging market. We highlighted the importance of visibility—meeting clients face-to-face whenever possible. Simple actions like grabbing coffee or spending time on-site can lead to unexpected opportunities. Clients appreciate the effort and often respond with enthusiasm.
Face-to-Face Matters:
Despite the prevalence of virtual meetings, in-person interactions stand out. Nicole shared stories of agencies receiving new briefs simply by being present and engaging in casual conversations. If geography makes face-to-face meetings difficult, David recommends being proactive and aligning with clients’ urgent needs before year-end. Position yourself as a helpful resource, ready to support their agenda.
Empathy in Tough Times:
With many clients facing redundancies and doing more with fewer people, offer to connect them with your network or provide support in their job search. This empathetic approach builds goodwill and strengthens relationships for the long term.
Actionable Steps:
Schedule in-person meetings or site visits whenever possible.
Be proactive in offering support and resources, especially during periods of organizational change.
Use informal settings, like coffee chats, to build rapport and uncover new opportunities.
Practical Example:
An agency representative visits a client’s office and strikes up a conversation by the coffee machine. During the chat, they learn about a new project and offer their expertise, leading to a fresh brief. These serendipitous moments are less likely to happen in virtual environments, making face-to-face interactions invaluable.
5. Outreach That Gets Results: Relevance and Networking
Another audience question focused on how to get responses from clients who don’t reply at all. Nicole shared insights from industry leaders at a recent conference: decision-makers receive 10–15 approaches a day and only respond to those that are relevant and interesting. Cold outreach is rarely effective without a referral or network connection.
Best Practices for Outreach:
Work your network for introductions.
Build your LinkedIn presence and connections.
Make your outreach helpful and relevant to the recipient.
Focus on what’s interesting to them, not just your offer.
Classic Marketing Wisdom:
Remember, clients care more about their needs than your offer. Tailor your message to address their challenges and interests.
Actionable Steps:
Research your prospects thoroughly before reaching out.
Personalize your messages, referencing mutual connections or shared interests.
Offer insights or resources that address the recipient’s specific challenges.
Follow up with value, not just requests.
Practical Example:
Instead of sending a generic deck, reach out through a mutual connection or reference a recent industry trend that’s relevant to the client. This approach increases the likelihood of a response and sets the stage for a meaningful conversation.
'Businesses evolve, priorities shift, and opportunities come and go.'
6. Summary: Key Takeaways for Unlocking Opportunities
As the podcast wrapped up, the hosts summarized the main points:
Reframe budget objections by creating urgency and exploring client priorities.
Follow up strategically with relevance, creativity, and teamwork.
Handle ghosting with empathy, curiosity, and a fresh perspective.
Increase visibility through face-to-face meetings and proactive support.
Leverage your network for effective outreach and build lasting relationships.
Businesses evolve, priorities shift, and opportunities come and go. By adopting these tactical strategies, you can navigate the complexities of client engagement, unlock stalled deals, and position yourself as a trusted partner—now and in the future.
Conclusion
The end of the year is a critical time for agencies. Whether you’re facing budget barriers, struggling with follow-up, or dealing with ghosting, the advice from David, Dave and Nicole offers a roadmap for success. Focus on urgency, context, creativity, and empathy. Make every interaction count and remember: unlocking stalled opportunities is as much about mindset as it is about tactics.
Final Thoughts and Next Steps:
Share these insights with your team and discuss how you can implement them in your current pipeline.
Review your stalled opportunities and brainstorm creative ways to re-engage clients.
Invest in building your network and increasing your visibility, both online and in person.
Approach every client interaction with empathy, curiosity, and a commitment to adding value.
If you found these insights valuable, share this blog with your team, connect with us on LinkedIn, or reach out for more details. Let’s finish the year strong—together! See you next time.
This blog is based on episode 12 of The Client Service Selling live podcast.