We sell the AIESEC product By carrying out the call outs, attending meetings and networking events Global Internship Program Professional time-limited internship Monitor and facilitate the internships Finding candidates, VISA, accommodation and Intern Learning Activities
Pre Sale • Market Segmentation – Soliditet – CRM
• Call-out preparation – Calling lists – CRM (check if the companies from the lists have been contacted before)
Sale • Call-outs and E-mails • Meetings • Signing the contract
Call-outs Cold call Warm call Follow-up call
Cold call • Calling companies that are UNFAMILIAR with AIESEC • Preparation (supply and demand analysis): – Making your own sales pitches – Make a script of important facts – Be sure to have good counter arguments – research on the company before calling (key benefits)
• Aims is to book a MEETING!! – do the actual selling at the meeting • You have to KNOW who you are calling – find the names of the contact people (name of the HR manager) – Easier to call small companies
Warm call
• Calling leads – companies that are already familiar with AIESEC – EX: through Networking events – EX: references from other people/organizations
• Aim is to book a MEETING – It is easier when they know us beforehand
• You still need to have a good sales pitch – You need to refresh their interest in AIESEC – Be persistent but not a pain in the ass :P – Understand HINTs from the companies – in case they’re not interested
Follow-up call • Doing call-outs AFTER: – Attended meetings – Sent informational emails – Previous call
• The companies know AIESEC much more – But you still need to be in selling mode – the companies can easily change their minds!! – Use negotiation skills here (or learn them ;) )
• These calls are made to: – Rebook a meeting for potential RAISE – Or re-raise the company (sign a new contract for another intern)
Information E-Mail
E-Mails sent after call-outs • Makes the process smoother for you and you don’t have to explain EVERYTHING on the phone • Introductory email: – Introduce yourself – SHORT explanation of AIESEC and who we partner with (nationally and globally) – Request a meeting – Explain the reason for the meeting – Mention that you will do a follow-up call for the actual date of the meeting!
• Make sure you have the CORRECT email address • And the email contains YOUR contact information!
The Meeting
Meeting booked – what next? Preparation • Due diligence – information about the company • All relevant material printed out • Be on time – time is the most valuable thing for business men • Wear a proper outfit
Meeting booked – what next? • • • • • •
Be relaxed but professional Be positive Take notes Ask questions Find the right solution for the company Listen – do not be aggressive
What you should know after the meeting • • • •
Are they interested? What is their demand? What it the timeline? What is the next step?
Follow up on meeting • Write a follow up report for internal use • Keep your end of the bargain • Contact the company again rather soon so the lead stays warm • Book a final meeting • Close the deal