How to Sell Your GED Services to Distribution Channels

Negotiation techniques can help in GED service distribution.

Successful negotiation is the key to any business deal. A GED service company without a negotiation plan will struggle, while one that uses strong negotiation techniques will distribute its services to many users. Basic negotiation techniques used to market everything from newspapers to aircraft are also applicable to GED services distribution. These techniques can also be used by a GED agency working to expand its services, such as offering preparatory services for college, law school and medical school admissions.

Things You'll Need

• List of local residents without a high school diploma

Instructions

1. Develop a mental picture of yourself as a successful negotiator. Imagine yourself closing a deal with distribution channel representatives. Believe in yourself and your ability to persuade. Put yourself in the position of the prospect. Create a list of questions that a prospect might have. Ensure that your service is capable of meeting all of the needs of your prospects. Anticipate objections your prospect may express, and prepare an answer to each objection.

2. Identify the distribution channels. Make a list of potential prospects. Include "at home" schools, adult education centers and religious organizations that may wish to offer GED services to their members. Purchase a list of local residents who do not have high school diplomas from a list provider. Prepare a direct-mail invitation to offer services directly to these residents.

3. Decide how flexible you can afford to be during the negotiation. Decide whether you will offer a discount rate if the organization provides a larger number of students. Decide if you will offer a better rate if your services are retained for a longer period of time. Be prepared to show the advantages of your program compared to other GED programs. Prepare statistics to show the success rate of students who have enrolled in your program.

4. Make eye contact with the representative with whom you are negotiating. Listen carefully to his concerns. Explain that your goal is to build a relationship that will last many years. You want the students in his organization to perform successfully so that your contract will be renewed. Conduct yourself in a professional manner by being respectful throughout the negotiation. This will result in your point of view being respected.

References

• "The Everything Negotiating Book"; Angelique Pinet; 2005