I’ve heard it said that creating a deal is all about finding the Brand’s pain points and solving those issues. A big one for this brand is review control and generation. Maybe I should just state that I would like to grow with your brand but, in order to do so, I need to have more margin to put back into advertising activities. In particular, I would like to develop a better review generation system for your brand.
If this isn’t their main pain point, than I need to ask better questions to find out what is. Maybe I can’t get the 20% margin but I can get a margin that allows me to do the one thing they really would like someone to be doing. After demonstrating value, maybe I can further negotiate to open the brand up to the other value added services I can provide.
What other negotiation practices would best open the brand to my proposed deal?