Once you have a good influencer offer, the negotiation becomes easier to do. Let’s move on to specific negotiation tactics.

How to Handle Common Influencer Objections?

Objections are a natural part of any negotiation process, and dealing with influencers is no exception. Here’s how you can address two common objections and turn them into opportunities for collaboration.

Objection 1: “I don’t do affiliates.”

Many influencers prefer not to get involved in affiliate marketing because getting paid upfront is definitely more lucrative for them. Also, they worry that constantly pushing a product to earn a commission might make them seem less genuine to their followers.

To tackle this objection:

1. Show them the value: Help the influencer understand how affiliate programs can benefit them in the long run. For example, if they promote a product they genuinely love and believe in, they can earn passive income through the commission on sales, even long after the initial promotion.
2. Quality over quantity: Assure them that you don’t expect them to become a salesperson. They can weave the product promotion into their regular content subtly and naturally, thereby maintaining their authenticity.
3. Long-term partnership: Position it as a way to establish a long-term relationship with your brand. This could mean potential exclusive perks, early access to new products, or even co-creation opportunities in the future. It’s not easy to convince creators to work for affiliate-only deals, but you can also get creative with your offer and get them to say yes.

Objection 2: “I don’t work without upfront payment.”

Some influencers are used to being paid upfront for their work. While this can be a challenge, especially for smaller brands with limited budgets, there are 3 ways to address this:

1. Hybrid Model: Propose a combination of a smaller upfront payment and a sales-based commission. This offers the influencer the best of both worlds – guaranteed income and potential for more earnings based on results.

You pitch can be something like this —  “We can give you $150 upfront, and then 10% on every sale. This way you’re sure to earn something, but can earn even more as your followers buy more.”

1. Show them who’s onboard: Tell them about other influencers who’ve successfully collaborated with your brand as affiliates or brand ambassadors.

For instance, “Hey, we respect your pricing structure. But we’re primarily seeking partners for long-term growth. Influencers like John Keys and Emma Beluga have joined us, and they’ve had a fulfilling journey. We’d be thrilled if you consider a similar arrangement!”

1. Assurance of Minimum Earnings: Give them a financial safety net, ensuring they receive a certain amount even if sales targets aren’t met.

You can say —

“In a scenario where you don’t hit $300 in commissions, we still guarantee you a minimum of $100. This way, you get a secure base, and also enjoy the potential of unlimited earnings.”

How to Figure Out If an Influencer Is Worth Their Fee and What You Should Actually Pay Them?

It’s a common concern, as you don’t want to overspend, but at the same time, you want to ensure fair compensation for their efforts.

Here’s a simple, data-driven method to help you out. It won’t require you to crunch any numbers, just click a few things.

Use SARAL’s FREE Chrome extension

First, you’ll need to install SARAL’s free Chrome extension. Then, go to the influencer’s social media page and click on the SARAL extension in your browser.

A dashboard will pop up on the top right of your screen showing the influencer’s engagement rate, the percentage of regular followers, and a fair fee for their collaboration.