How To Negotiate with an Affiliate Manager Part 1
How To Negotiate with an Affiliate Manager Part 3
In this part of the series titled, "How To Negotiate with an Affiliate Manager" we are goign to look at the language you should use when negotiating with an Affiliate Manager.
The first thing you have to remember is that there is a human on the other side of the phone (or email, however you do it). If you forget that, you can kiss any higher commissions good bye!
Now, on with the show!
2. Negotiating is about using the right words.
Negotiating is very similar to arguing effectively. If you haven't ever been in "belly to belly" sales then you might not ever think about it. Having sold cars and finance products I understand effective negotiating with the best of them.
When you talk to your affiliate manager and are trying to get a couple extra percentage points, or a bonus out of them you have to think like them.
Why do they want to give you extra money that they don't have to? Are they really going to try to rationalize giving you extra money? Of course not, that is why you have to.
Basically you need to sell them on the benefits of giving you extra money. The words you will want to use are words that emphasize what YOU need, not what THEY need to do.
Instead of saying, "I want you to give me 7% instead of the 5% you are currently giving me."
The reason you want avoid using "YOU" statements is that they can make people defensive. When you make "I" nobody is defensive.
In the above example, a better sentence would have been "I would like to see if there is any way I can get 7% instead of the 5% I am currently earning."
Ok, on to the rationalizing.
You could say, "I am worth 7% and if I can't get it from you, I can get it somewhere."
A better way to say that would be, "I really like the way your program works. You are on the best affiliate managers I have. However, 5% is really not making me any money anymore. Is there any way we can work something out so that I can continue working with you?"
That works better because first you stroke their ego a little (make sure it is true first, don't lie to the affiliate manager). The you explain that 5% isn't working for YOU anymore, it isn't their fault and you don't want them to get defensive. Then you ask for the sale by asking if there is any way you can work with them still. You don't even have to mention any other affiliate programs, the implication is enough, and doesn't make you look like a greedy jerk.
Bookmark this site and check back later today for part 3 of "How To Negotiate with an Affiliate Manager"!
