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.
Source: Brandeis C. Hall, RAB
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."