The most important thing is to do your homework first!
Study exactly what products they offer. Do they already have a mail order business? How much do they spend each month on product advertising? Are they a regional marketer, or are they already international? You want to be able to show how you can deliver more bang for the buck with the TripleClicks system, so to speak. You want to look at it from their perspective, and be able to deliver a viable reason they should consider marketing their products through TripleClicks.
Also study what products in the same category are being offered by other ECAs and the prices being charged. If you need to, choose a single department, and produce a catalog of items offered by existing TripleClicks vendors. You want to show the variety and depth of TripleClicks offerings so that they can see where their products would fit in, and the prices being charged. They will want to see how other TripleClicks vendors handle shipping. Be prepared to answer that question.
If you are able to, you might include your advertising services for their products as a part of the deal. Show them how you might organize a sales campaign for their products. Remember, however, that you are not trying to replace their marketing efforts, only amplify them. Don't put yourself at odds with their advertising or marketing departments! You need those people as allies.
If you are very sharp, you can show how marketing their products through TripleClicks will be a win-win for everyone, the customer and the company. You may even suggest that they start off with a single department, and test the system. If you have a favorite line of products they offer, you can suggest they start there. They can always add more products later.
If you dealing with seasonal items like coats and winter gear, or swim suits, you might point out that it is always summer in one half the world and winter in the other half, or spring versus fall. If they address the world market, their products will always be in season somewhere, so they don't have to change their offerings as much as they might otherwise.
Ideally, you can spot a niche where you think their products should show well and sell effectively in the TripleClicks system. That is what you want to sell them on. They have no risk and a huge possible gain.
At the same time, you should be aware of TripleClicks limitations from the corporation's perspective. Major vendors may have tens of thousands of products to offer, but it they list 10,000 products, most of the products will never be seen by buyers. TripleClicks is working on developing better product presentations and improved product directories, but they don't have them yet. If you are bewitched by a company offering many thousands of products, TripleClicks might not be the answer for them at this time. This is an additional reason that you might want to focus on a particular niche of products. You can limit the number of products they are listing and can work with them more effectively to advertise those products.
less
The most important thing is to do your homework first!
Study exactly what products they offer. Do they already have a mail order business? How much do they spend each month on product advertising? Are they a regional marketer, or are they already international? You want to be able to show how you can deliver more bang for the buck with the TripleClicks system, so to speak. You want to look at it from their perspective, and be able to deliver a viable reason they should consider marketing
...
more
