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RAB Research Archive

Get to know them first



When selling an integrated campaign partner, your first call should be a "get acquainted" call where you discover what is important to them. Then, when you return, you bring a customized program that meets their needs specifically.

This works much better than coming in with pre-packaged programs that don't allow for flexibility or the specific goals of the client. Often, you'll sell a stronger package than you would have if it had been a choice of "packages."

Source: Brandeis C. Hall, RAB





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