Commerce:Seven Steps to the Pitch: How to Build Meaningful Partnerships with Brands and Destinations

2. Seven Steps to the Sales Pitch
How to Build Meaningful
Relationships with Brands and
Destinations

3. The Constant Ramblers
Couples and Road Trip Travel Blog Since 2012
• Kenin - Sales Leadership & Training
• Lauren – Financial Relationship Management

4. Course Goals
• Strategic Selling Plan
• Tools for Building Mutually Beneficial
Relationships
• Key Questions
• Contract Negotiation Framework
• Increase Long Term Revenue

5. 7 Steps to the Pitch
• Preparation
• First Contact
• Qualifying
• Make the Pitch
• Getting to YES!
• Fulfilling Commitments
• Maintaining the R&R

6. Preparation
Defining Your Brand and Voice
• Know Your Audience
• Know What You Can Offer
• Have Your Tools
• Would You Hire You ?

7. First Contact
First Impressions are Key
• Finding Contacts
• Reaching out for the First Time

8. Qualify
Learning About Your Customers Needs
• Give Background on You and Your Blog first
• Take a few minutes to get to know your partner
• Work in the Key Qualifying Questions

9. Key Qualifying Questions
Gathering Facts for a Customized Solution
• Have You Ever Worked with Bloggers?
• What Would You like to Gain from this?
• What are the Key Draws or Focus Points?
• Average Cost?
• What’s your key demographic?
• Where do you draw from?
• What is your key Booking and Travel Season

10. Questions to Ask Yourself
• Is my Audience a Fit?
• Can they afford the destination?
• Is this relevant?
• Is it mutually beneficial to all – “win, win, win”

11. Make the Pitch
Your Time to Shine
• Clearly Outline What You Are Offering
• Develop Creative Solutions
• Sell Solutions to your Partners Needs
• Use Top Down Selling

12. Getting to YES!
Keys to Negotiating
• Selling Begins at the First No
• 3 Core Objections
• Person
• Product
• Price

13. 3 Core Objections
• Person
• Most difficult, comes down to personality, audience
demographics, and how relationship was built
• Product
• Modify what you are offering to meet their specific needs
• Price
• This can be driven by one of two key factors: Perceived Value or
Hard Budget
• Value Adds or Takeaway Method

14. Fulfilling Commitments
Before During and After
• Credibility
• Under Promise Over Deliver
• Thank Them, Keep in Touch

15. Maintaining R&R
Keys to Long Term Profitable Relationships
• Look for opportunities to Sell Back Content
• Future Campaigns
• Advertising Renewals
• Connecting with other Partners

16. Questions
• After Class
• theconstantrambler@gmail.com
• @constantramble
• @laurenrambles