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When Negotiating, 'Keep Something in Your Back Pocket'

Giving more than you promise to clients won't just make them happy--it's likely to turn them into repeat customers. JJ Ramberg, the host of MSNBC's Your Business, explains.

Video Transcript

00:11 JJ Ramberg: The best way to impress a new client is to over-deliver. So, what you should do in your negotiation, is keep something in your back pocket that you don't bring up during the negotiation. I learned this from Neil Vogel who ran the Webby Awards for a long time, and he told me, that once he did a deal with a client, then he'd start to pull up all of these things that he didn't discuss in the negotiation. Whether that be a little extra ad space he could throw them, some exposure at an event, extra tickets. And what he would do is he would hand these out throughout the life of the deal. That way, when it came time to re-negotiate, the client thought, "Wow! These people over-delivered. They gave me much more than I expected. This is a good company to work with."

Last updated: Oct 18, 2013

JJ RAMBERG | Host, MSNBC's Your Business

JJ Ramberg is host of MSNBC's Your Business and author of the new book It's Your Business (Business Plus). She co-founded, a company that helps people support their favorite cause every day.

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