Freight Rate Negotiation Strategies

Client says: Can you do anything on the price? Your first instinct is to lower your price and secure the deal. Don't. The moment you discount perceived value drops and you lose their respect. Most clients who ask for a discount have already decided to buy. They're testing whether you'll cave. 3 steps to handle it without dropping your rate Step 1: Interrupt their pattern with a question Ask: How much were you thinking, [name]? They came in expecting you to defend your price. Treating it like a normal question catches them off guard. They'll usually say something like 10%. Step 2: Find the real concern Say: Got it. Just so I understand, is it the total amount that's the issue or is there something about the offer that doesn't feel right? The answer tells you what's actually driving the request. They'll either say I just want the best price or The total amount feels high. Step 3: Close without discounting If they want the best deal: Say: This is already our best pricing. Commit to 6 months and I'll include a loyalty bonus that brings you to 15% off instead of 10%. More value for the commitment. You either close at full price or lock in a longer-term client who brings referrals. If they're worried about the total: Say: I understand. Let me make this easier. We can break it into payments. Would 50% now and the rest in 30 days work better? You extend the timeline or adjust the payment structure. The price stays exactly where it was. Discount once without getting anything back and you've trained them to negotiate with you every single time. Keep your price where it is and reframe the ask. The deal closes either way. #discount #price #LinkedIn

HR offered 18 LPA. I wanted 22. But I said yes, because I didn’t want to lose the offer. This is how most Indian IT professionals negotiate. Emotionally. Fearfully. Politely. But salary negotiation is not aggression. It’s a strategy. Here are 5 smart moves you can make: 1️⃣ 𝗗𝗼𝗻’𝘁 𝗖𝗼𝘂𝗻𝘁𝗲𝗿 𝗪𝗶𝘁𝗵 𝗡𝘂𝗺𝗯𝗲𝗿. 𝗔𝘀𝗸 𝗦𝗺𝗮𝗿𝘁 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻. Instead of saying: “Can you make it 22 LPA?” Ask: “How can we bring this closer to 22 LPA given the responsibilities of this role?” This does 3 things: Makes HR solve your problem, Sounds collaborative (not demanding) Keeps conversation open 𝗞𝗲𝘆: Being “too direct” sometimes backfires. 2️⃣ 𝗟𝗮𝗯𝗲𝗹 𝗧𝗵𝗲𝗶𝗿 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻 𝗕𝗲𝗳𝗼𝗿𝗲 𝗦𝘁𝗮𝘁𝗶𝗻𝗴 𝗬𝗼𝘂𝗿𝘀 “It seems like there are budget constraints for this role.” This makes HR feel understood. Now they relax. And then you say: “Given my 6 years of Azure + Databricks experience and the production migration I led, I was expecting something closer to 22.” 𝗞𝗲𝘆: When you acknowledge their side first, resistance drops. 3️⃣ 𝗦𝗲𝗽𝗮𝗿𝗮𝘁𝗲 𝗣𝗲𝗼𝗽𝗹𝗲 𝗳𝗿𝗼𝗺 𝘁𝗵𝗲 𝗣𝗿𝗼𝗯𝗹𝗲𝗺 Don’t treat HR as an opponent. Treat the budget as an opponent. Instead of: “That’s too low.” Say: “I’m excited about the role. My only concern is whether the compensation reflects the impact expected.” 𝗞𝗲𝘆: This shifts tone from confrontation → collaboration. 4️⃣ 𝗨𝘀𝗲 “𝗧𝗵𝗮𝘁’𝘀 𝗥𝗶𝗴𝗵𝘁” 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 Goal is not “You’re right.” It’s “That’s right.” Before negotiating, summarize: “So from what I understand, this role involves handling end-to-end data pipelines, stakeholder management, and production SLAs.” When they say: “Yes, that’s right.” Now you have psychological alignment. Then say: “Given that scope, how flexible is the compensation band?” 𝗞𝗲𝘆: Alignment → Influence. 5️⃣ 𝗗𝗼𝗻’𝘁 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗲 𝗙𝗿𝗼𝗺 𝗙𝗲𝗮𝗿. 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗲 𝗙𝗿𝗼𝗺 𝗗𝗮𝘁𝗮. Focus on objective criteria. Say: “For similar Azure Data Engineer roles in Bangalore, the typical range is 20–24 LPA. I’d love to understand how we can align closer to that.” 𝗞𝗲𝘆: Not emotional. Not aggressive. Data-backed. If this helped, 𝗰𝗼𝗺𝗺𝗲𝗻𝘁 “𝗡𝗘𝗚𝗢𝗧𝗜𝗔𝗧𝗘”  and I’ll share a real script you can copy-paste for your next offer call. 🔥 Salary can be influenced.

Most engineers lose the negotiation in the first ten minutes of the process. Not at the end, when the offer arrives. At the beginning, when they answer one question honestly and give away everything. I have coached engineers through hundreds of offer conversations.  The ones who win 30 to 50 thousand more are not better negotiators.  They understand something the rest do not. Your leverage has a shelf life.  Here is how to use it before it expires: 𝗦𝘁𝗲𝗽 𝟭. 𝗡𝗲𝘃𝗲𝗿 𝗻𝗮𝗺𝗲 𝘆𝗼𝘂𝗿 𝗻𝘂𝗺𝗯𝗲𝗿 𝗳𝗶𝗿𝘀𝘁 Weak: "I am currently making 180 and looking for around 200." Strong: "I want to make sure this is the right fit before we get into numbers. What range has been budgeted for this level?" The first number anchors the entire negotiation.  Whoever says it first loses ground they never get back. 𝗦𝘁𝗲𝗽 𝟮. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘄𝗵𝗲𝗻 𝘆𝗼𝘂𝗿 𝗹𝗲𝘃𝗲𝗿𝗮𝗴𝗲 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗲𝘅𝗶𝘀𝘁𝘀 Weak: Trying to negotiate after you have already said yes. Strong: Recognizing that your leverage peaks in the window between the offer and your acceptance, and it is gone the moment you accept. They have spent weeks choosing you.  That investment is your leverage. It disappears the second you sign. 𝗦𝘁𝗲𝗽 𝟯. 𝗔𝘀𝗸 𝗹𝗶𝗸𝗲 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 𝘄𝗵𝗼 𝘄𝗮𝘀 𝗰𝗵𝗼𝘀𝗲𝗻, 𝗻𝗼𝘁 𝗿𝗲𝘀𝗰𝘂𝗲𝗱 Weak: "I know this is probably not possible, but is there any flexibility at all?" Strong: "I am excited about this role. Based on the scope and what I bring, I am looking for X. Can we get there?" Apologizing for asking tells them your number is negotiable.  Confidence tells them it is not. 𝗦𝘁𝗲𝗽 𝟰. 𝗣𝗿𝗲𝗽𝗮𝗿𝗲 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗽𝘂𝘀𝗵𝗯𝗮𝗰𝗸, 𝗯𝗲𝗰𝗮𝘂𝘀𝗲 𝗶𝘁 𝗶𝘀 𝗰𝗼𝗺𝗶𝗻𝗴 Weak: Hearing "that is the top of our range" and immediately accepting. Strong: "I understand base may be fixed. What flexibility is there on equity, signing bonus, or level?" The first no is almost never the final no.  It is a test of how much you believe your own number. 𝗦𝘁𝗲𝗽 𝟱. 𝗡𝗲𝗴𝗼𝘁𝗶𝗮𝘁𝗲 𝘁𝗵𝗲 𝗹𝗲𝘃𝗲𝗹, 𝗻𝗼𝘁 𝗷𝘂𝘀𝘁 𝘁𝗵𝗲 𝘀𝗮𝗹𝗮𝗿𝘆 Weak: Winning 10K and accepting a level below where you should be. Strong: Asking what would justify placing you one level higher, since level determines every raise and promotion that follows. Salary is one year.  Level compounds for the rest of your time there. The offer is not a favor they are doing you. It is a decision they already made about your value. Asking does not put it at risk.  It confirms you understand what you are worth. Save this before your next offer conversation. If you have an offer on the table and you are not sure what to ask for, comment PLAYBOOK. I will send you the exact negotiation scripts I use with my clients

I've been auditing dozens of Google Ads accounts lately and noticed something that's driving me crazy... Almost every eCommerce brand is using the wrong bid strategy for their goals. Some are still clinging to Manual CPC like it's 2018. Others are throwing everything into Target ROAS without the conversion data to back it up. After managing $50M+ in ad spend, here's the framework that actually works in 2025: Stage 1: New Accounts (0-50 Conversions) Best Strategy: Manual CPC + Enhanced CPC Google's AI needs data to make smart decisions. You can't "maximize" conversions if you have no conversion history. Stage 2: Growing Accounts (30+ Conversions p/m) Best Strategy: Maximise Conversions / Maximise Conversion Value Max conversions (for single product stores) Max conversion value (for multiple products with varying value) Allow 2 weeks learning time! Stage 3: Established Accounts (100+ Conversions p/m) Best Strategy: Target ROAS or Target CPA Start with a target 15-20% lower than your current ROAS (or higher than your CPA). Warning: Setting your target ROAS too high initially will strangle your campaigns. Bonus: Branded Campaigns (Any Conversion Level) Best Strategy: Target Impression Share The ONLY thing you should be optimizing for with brand search is ad rank. Agencies running brand search on max conversions are burning your money. Is your choice of bid strategies similar? Let me know 👇 .

How we generated $1.1M in direct pipeline with Paid Search in 6 months Here’s the exact Google Ads strategy we used with a $15K/month budget. Context: Company: Series A B2B SaaS Segment: Midmarket ACV: $20K+ Goal: Demo Requests Budget: $10-15K/month Channel: Paid Search Strategy: 1/ High-Intent Keywords Our primary focus was on bottom-of-funnel keywords. Campaign set-up: - Keywords: Category + "software" or "tool" - Match Types: Started with Exact Match, Phrase Match - Bidding: Manual CPC, Switched to tCPA with conversions - Landing Pages: Simple, direct “Book a Demo” CTAs, no distractions - Device Targeting: Desktop only Results: Low volume, High conversion to pipeline 2/ Generic Keywords We tested generic variants of high-intent keywords. It generated some demo requests but was not as efficient and cut most due to poor conversion rates. What worked: - Some keywords converted - We paused all broad terms that didn’t convert - Excluding irrelevant search terms consistently - Smart Bidding strategy improves performance What didn’t work: It drove more traffic, not SQLs. Intent matters more than volume in B2B. 3/ Competitor Campaigns We targeted competitor brand names and "alternative" modifiers. Campaign Setup: - Match Types: Exact Match, Phrase Match - Bidding: Manual CPC with higher CPCs to remain competitive. - Ad Copy: Highlighted differentiators, pricing advantages, and social proof. - Landing Pages: Comparison pages with clear CTA. Results: Higher CPL, highest return. 4/ Dynamic Search Ads (DSA) We ran DSA campaigns to expand targeting. Campaign Setup: - Landing pages: Homepage & key product pages. - Exclusions: Brand terms + irrelevant pages. - Bidding: Maximize conversions. Results: Found new high-intent keywords that we added to campaigns. 5/ Retargeting Since B2B deals don’t convert on the first visit, we retargeted high-intent visitors to bring them back. Campaign Setup: - Targeted visitors who visited the website. - Demand Gen and YouTube Ads - Feature / Benefit, Capabilities, Product explainers Primary goal: Brand presence and nurturing. Reporting: - HubSpot CRM integration → Imported lead & deal data. - UTM tracking → Traced pipeline back to specific campaigns. - Google Data Studio Dashboard → Full-funnel tracking (Lead -> CW) Results: - $1.1M in direct pipeline in 6 months - Scaled from 0 to over 20 demos per month - Generated 3.55 ROAS Summary: We focused on high-intent search and competitor campaigns, testing MOFU terms but cutting those that didn’t convert. DSA campaigns helped uncover additional high-performing keywords while retargeting nurtured, engaged visitors. As conversion data increased, a shift in bidding strategies improved performance. --- If you’re a marketer in B2B SaaS, spending around $15k+/month, and need help with a Google Ads strategy Book a time, and let's chat about how we can grow your pipeline. https://lnkd.in/edUWuUfN #b2bsaas #paidads #googleads

Google Ads Twin Bid Strategy; How we grew one product to 25% more ad spend and 32% more conversions. (while ROAS remained stable) Most e-commerce brands are running campaigns on a tROAS bidding strategy, and for good reason. But it has this invisible ceiling where you are trying to spend more, and it simply doesn't. Push spend higher, and... nothing happens. Lower the target, and CPCs often just rise, without bringing in meaningful extra traffic or conversions. I’ve suspected for a while that tROAS is biased toward high AOV customers to keep conversion value steady, skipping cheaper auctions where the expected AOV (eAOV) is lower. 💡 Hypothesis: tCPA and tROAS might be playing in different auctions. If tROAS factors in eAOV, it might not bid high enough for expected lower-AOV opportunities. Which is why we launched the Twin Bid strategy (shoutout to Boris Beceric ✅ for helping me pick the name 😄) Main PMAX (feed-only) campaign → tROAS bidding Twin PMAX (feed-only) campaign with a single product → tCPA bidding 👉 After 6 weeks, these are the before/after results: Ad spend: +25% conversions: +32% conv. value +27% ROAS: +2.5% Meanwhile, the rest of the account? Flat spend (+2%) and -8% conversions. And no, before you ask, this wasn’t seasonal growth. We were actually operating in the client’s low season when running this experiment. ❓ So, did we unlock additional auctions that tROAS was not participating in by taking eAOV out of the equation? #googleads #ppc #adwords #shopify #ecommerce #digitalmarketing

The right bidding strategy can make or break your Google Ads campaign. But there's no one-size-fits-all answer. After managing millions in ad spend and auditing thousands of accounts, I've developed a framework to select the perfect bidding strategy for every situation: 1) Brand new accounts with no data:   • Start with Manual CPC (conservative) or Max Clicks (aggressive)   • Collect data for 2-4 weeks   • Goal: Gather 30+ conversions in a 30-day period 2) New campaigns with new keywords:   • Treat like a new account (even if your account has history)   • Begin with Manual CPC or Max Clicks   • Move to smart bidding once you have sufficient conversion data 3) New campaigns with existing keywords:   • Can start with Target CPA/ROAS based on historical performance   • Use the average performance metrics from the past 30 days   • Give the algorithm breathing room by setting slightly more aggressive targets 4) Brand campaigns:   • Focus on impression share rather than conversion metrics   • Manual CPC often works best (prevents Google from unnecessarily increasing CPCs)   • Test Target Impression Share for position dominance Most accounts I audit are using the wrong bidding strategy for their situation, leaving money on the table. Comment "BIDDING GUIDE" below to get access to my complete Google Ads bidding strategy decision framework. (Note: Please send a connection request so I can share it with you) What's been your experience with different bidding strategies? #GoogleAdsBidding #PPCOptimization #PaidSearch #Googleads #SEA #SEM #PPC

At Extension eCom we manage over $500k / mo in ad spend on the Amazon platform.  One of the most critical aspects of Amazon advertising is bid management. 🛠️  Proper bid management can make or break an Amazon ad strategy.  If bids are pushed too high, CPCs will rise. If conversion rates remain the same, ACOS will naturally decrease.  On the other hand, if bids are set too low, visibility will drop, and sales will fall off.  Striking the right balance between sales and efficiency is one of the biggest challenges when advertising on Amazon.  Here’s how we approach bidding methodology to support our 30+ clients:  𝟏. 𝐒𝐭𝐚𝐫𝐭 𝐰𝐢𝐭𝐡 𝐚𝐧 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲 𝐆𝐨𝐚𝐥 - For example, if the client’s target ACOS is 40%, all optimizations will be centered around achieving that number. However, data intricacies add complexity to this process.  𝟐. 𝐃𝐢𝐬𝐭𝐢𝐧𝐠𝐮𝐢𝐬𝐡 𝐁𝐫𝐚𝐧𝐝𝐞𝐝 𝐯𝐬. 𝐍𝐨𝐧-𝐁𝐫𝐚𝐧𝐝𝐞𝐝 𝐊𝐞𝐲𝐰𝐨𝐫𝐝𝐬 - 𝐁𝐫𝐚𝐧𝐝𝐞𝐝 𝐊𝐞𝐲𝐰𝐨𝐫𝐝𝐬: Branded terms typically deliver a much lower ACOS (e.g., 20%-30%). For these, the goal isn’t to aggressively increase bids just because they’re performing well. Instead, we focus on ensuring these campaigns are set up and delivering sufficient coverage. The only time to consider increasing branded bids is if we’re not winning key real estate.    - 𝐍𝐨𝐧-𝐁𝐫𝐚𝐧𝐝𝐞𝐝 𝐊𝐞𝐲𝐰𝐨𝐫𝐝𝐬: Non-branded terms often have a higher ACOS (40%-60% in this example or more). Bid adjustments here depend on how far a term is from the target ACOS:     • 𝘊𝘭𝘰𝘴𝘦𝘳 𝘵𝘰 𝘵𝘩𝘦 𝘵𝘢𝘳𝘨𝘦𝘵 (e.g., 45%-50%): Make smaller downward tweaks.     • 𝘍𝘶𝘳𝘵𝘩𝘦𝘳 𝘢𝘸𝘢𝘺 (e.g., 60%-100%+): Make larger adjustments, or even pause terms performing at 100%+ ACOS.  𝟑. 𝐅𝐚𝐜𝐭𝐨𝐫 𝐢𝐧 𝐒𝐚𝐥𝐞𝐬 𝐕𝐨𝐥𝐮𝐦𝐞 - High-sales keywords require more delicate adjustments. Large bid changes for these terms could result in the KW no longer delivering, leading to a significant sales drops. Smaller, incremental tweaks ensure sales continue to come in, while optimizing the target to be more efficient.  By improving bid management the console naturally improves as well. 📊  However, these are just a few starter principles—what other best practices work well? 🤔  #Amazon #PPC #digitaladvertising #advertising #digitalmarketing  

A prospect asked one of my reps for a discount yesterday. Back in the day, we might have just said “yes - here you go!” And tried to get the deal closed. But here is how we approached this: 1/ Confirmed why they are asking: “Completely understand the desire for a lower price. So that I am on the same page, what is driving the ask here?” We needed to comprehend if it was a overall pricing issue, a billing issue, an approval issue etc 2/ Confirmed that we are the chosen vendor: “Before we go to our finance team, they are going to ask me - are we the chosen vendor?” Essentially, if we get this price approved, are we moving forward? 3/ Confirmed next steps: “If we were to get this approved, what other steps remain on your end before we get final signature” Get them to lay out each step of the process so we know where the contract stands 4/ Asked for something in return: This step will be dependent on your company, but you simply cannot give up a lower price for nothing in return. So is this more seats, longer contract, faster close, referrals etc Morale of the story - an ask for a discount is a doorway into negotiations. But before you even go ask, start with this framework to understand where your deal sits and what you can ask for in return. Happy closing. Go get em.

50% of Meta Advertisers are Using the WRONG Bidding Strategy And it's burning through millions in wasted spend. Most brands overthink bidding when there are only 2 strategies that actually matter: → Predictable Volume Strategy (Lowest Cost) → Predictable Efficiency Strategy (CPA/ROAS Goals) (Bid Cap is part of the predictable efficiency strategy, but it deserves its own breakdown) The Volume Play: Lowest Cost Your data collection machine. Deploy this when you're working with zero pixel data, launching products that differ greatly from your existing catalog. The logic: Meta needs impressions to learn. Lowest Cost delivers maximum impressions fastest. Getting you data the fastest. Great for new brands, fresh ad accounts, or any scenario where data collection trumps immediate efficiency. The Efficiency Play: CPA vs ROAS Breakdown Here's where 90% of advertisers mess up the decision. → CPA Goal: Works for consistent Average Order Values and limited SKUs. Terrible for varied product costs. → ROAS Goal: Infinitely more flexible. Adapts to actual customer value automatically. The ratio adjusts based on order value, making it the intelligent choice for most e-commerce operations. Strategic Application Framework Testing campaigns: Lowest Cost or loose targets (essentially Lowest Cost but trimming extreme outliers) Scaling campaigns: Tight ROAS/CPA Goals on proven winners Note: During sale periods using controls can maximize scale at a given efficiency making the most of the demand Here's what Meta doesn't advertise: Restrictive efficiency targets make the algorithm hit your warmest most ready-to-buy prospects first. You'll see a surge of efficient conversions, then a performance cliff as you burn through the segment. The counter-strategy: Step your targets down gradually to reach each audience cohort at their optimal efficiency level. You can step up or down to squeeze max value from each segment without destroying long-term performance. Restrictive targets sacrifice funnel health for short-term efficiency gains. Unless you need immediate cash flow and can sacrifice future audience development, don't chase unsustainable efficiency numbers. Meta always prioritizes fast conversion value. Don't let that optimization destroy your long-term acquisition strategy. Different brands succeed with different approaches at different stages. Most accounts today run combinations, especially the testing/scaling split. The Starting Point for Most Brands: Test with Lowest Cost, scale with ROAS Goal. If it's not delivering, adjust based on your unique data and needs. It all depends on your specific economics and market dynamics. The Decision Framework: → Do you need predictable volume or predictable efficiency right now? → Do you have sufficient pixel data? → Are your product costs varied? → Are you testing new creative or scaling? These first principles are universal, but your application will be unique to your operation.