tbex15 north america fort lauderdale lauren & kenin bassart

Seven Steps to the Sales Pitch

How to Build Meaningful Relationships with Brands and

Destinations

The Constant RamblersCouples and Road Trip Travel Blog Since 2012

• Kenin - Sales Leadership & Training

• Lauren – Financial Relationship Management

Course Goals• Strategic Selling Plan • Tools for Building Mutually Beneficial

Relationships• Key Questions• Contract Negotiation Framework• Increase Long Term Revenue

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

PreparationDefining Your Brand and Voice

• Know Your Audience• Know What You Can Offer• Have Your Tools• Would You Hire You ?

First ContactFirst Impressions are Key

• Finding Contacts• Reaching out for the First Time

QualifyLearning 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

Key Qualifying QuestionsGathering 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

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”

Make the PitchYour Time to Shine

• Clearly Outline What You Are Offering• Develop Creative Solutions• Sell Solutions to your Partners Needs• Use Top Down Selling

Getting to YES!Keys to Negotiating

• Selling Begins at the First No• 3 Core Objections• Person • Product• Price

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

Fulfilling CommitmentsBefore During and After

• Credibility• Under Promise Over Deliver• Thank Them, Keep in Touch

Maintaining R&RKeys to Long Term Profitable Relationships

• Look for opportunities to Sell Back Content• Future Campaigns• Advertising Renewals• Connecting with other Partners

Questions• After Class

• theconstantrambler@gmail.com• @constantramble• @laurenrambles