I want to share my absolute favorite tip to give associations on negotiating with sponsors.

“Yes, if.”

When a sponsor asks if they can get a lower price, don’t say no. That can come across as confrontational, although I do recommend clear boundaries of the price that matches the value you provide.

Don’t say yes – then you’re diminishing your value.

Instead, say, “Yes, if.”

“Can we have a $700 price on this package of 3 webinars that is normally $1,000?”

“Yes, we can do $700 if we lower the value to 2 webinars.”

Do you see what we did there?

We created an environment of agreement while holding firm to the price matching the value we deliver. It builds trust with your sponsors to know that you know your value – they’re trusting you to deliver on it.

Will they always like the answer? No. But will they respect you for it? Yes, if you follow through on it.

by Dr. Michael Tatonetti