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Negotiation Tactics for Affiliates and Affiliate Managers

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This presentation is from Affiliate Summit East 2016 (July 31-August 2, 2016 in New York City, NY). Session description: Learn how to apply general negotiation tactics specifically to affiliate relationships regarding placements, commissions, and promotions so that both sides come out happy.

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Negotiation Tactics for Affiliates and Affiliate Managers

  1. 1. Affiliate Summit East 2016 Negotiation Tactics for Affiliates and Affiliate Managers Tricia Meyer, MeyerTech, LLC, @SunshineTricia
  2. 2. Agenda • 5 Most Important Steps to a Successful Negotiation • Tips for Any Negotiation • How They Apply to Affiliate Marketing • Bonus Download of 5 More Steps • 12 Minute Q&A
  3. 3. Do Your Research
  4. 4. Do Your Research • Commission Rates (Current, Your Competitors) • Traffic Levels (Trends) • Social Media Following and Interaction • Newsletter Subscribers, Open/Click Rates • Exclusives Given to Other Affiliates • Affiliate Worth to the Merchant • Affiliate EPC Compared to Competitors
  5. 5. Prepare Options to Bundle
  6. 6. Prepare Options to Bundle • Homepage/Sidebar Placement • Newsletter Inclusion/Feature • Social Media Mentions • Videos • Featured Merchant • Products for Review or Prizes • Inclusion in Marketing Materials • Exclusive Coupons v. Vanity Coupons • Placement/Slotting Fees • Bonuses
  7. 7. Counter Offers Make Everyone Happy
  8. 8. Counter Offers Make Everyone Happy • Commission Rates • Number of Social Media Mentions • Cookie Length • Value of Coupon • Bonus Tiers
  9. 9. Use Objective Standards
  10. 10. Use Objective Standards • Terms with Other Affiliates • AffiliateBenchmark Survey Averages • EPCs According to Network • Profit Margins • YOY/MOM Growth
  11. 11. Confirm in Writing
  12. 12. Confirm in Writing • Email with List of Expectations • Change of Terms in Network • Insertion Order • Formal Contract • Start and End Dates
  13. 13. Top 5 Negotiation Steps • Do Your Research • Prepare Options You Can Bundle • Counter Offers Make Everyone Happy • Use Objective Standards • Confirm in Writing
  14. 14. Free Download! (Go ahead! Tweet it out!)
  15. 15. 12 Minutes of Q&A Time! Tricia Meyer Twitter: @SunshineTricia www.tricia.me

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