Amanda NorthcuttFounder & CEO | Keynote Speaker, LevelUp · B2B sales as a solo is HARD. I’ve got you. I help consultants & coaches sell high-ticket services comfortably & confidently, while enjoying consistent, predictable revenue | Founder & CEO | Speaker |

Questions you need to ask when negotiating a brand deals

24 Apr 2024 · 1 min

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In this instructional segment, the presenter outlines a strategic approach for influencers during discovery calls with brands. She emphasizes the importance of probing the brand’s campaign objectives—whether the focus is simply to increase visibility (brand awareness) or to drive concrete actions such as lead generation, sign‑ups, or purchases (demand generation). By uncovering how success will be measured—eyeballs and follower reach versus landing‑page visits, conversions, or sales—the influencer can tailor pricing and deliverables to reflect true value rather than relying solely on follower counts. This method helps ensure the partnership is mutually beneficial and protects the influencer from being undervalued.

Chapters

I do this on my sales calls when I'm helping get business for influencers is on that initial discovery call, you wanna understand what their objectives are. So if it's really just to get in front of a certain number of eyeballs, maybe the pricing is structured around, hey, I have 50,000 followers. That's what you're trying to get access to. That's great, but that's not always a great metric to figure out your pricing or deliverables. I would say asking questions like, what are you hoping to achieve from this campaign? Are you looking to do brand awareness, which is really just them getting their message out there, you know, they just want to get the product in front of people. Are you focusing more on demand generation or lead generation? So are you measuring the success of this partnership by how many people go to your landing page or sign up for the product or buy the product? And so those types of questions are a good way to ensure the partnership makes sense. And that's also another good way to help figure out how you want to price it and not get taken advantage of or not be distilled down to just a number.