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Sales
tigers
18/01/2013
training at AIESEC by Inese Manguse
VS
Market
Intelligence:
Understanding
the market, Sales
Intelligence
Export
Intelligence:
Export partner
attraction, export
management
International Market Development
GatewayBaltic is the leading Market and Export Intelligence
provider in the Baltic states.
We add intelligence to our clients and help them to grow and
develop into international markets.
Markets:
Baltic states: Latvia, Lithuania, Estonia
Nordics: Sweden, Norway, Finland, Denmark
EU: Germany, Austria, France, UK, Spain and other
EU
Eastern Europe: Poland, Czech Republic and other
CEE
CIS: Russia and Belarus
We have served over 300 clients in their international
market development.
Partners:
In short
Finnish market expert
Scandinavian market expert
United Kingdom and Ireland market
expert
French market expert
Portuguese market expert
Dutch market expert
German and Austrian market
expert
Russian and Belarusian market
expert
Eastern Europe market expert
Ukrainian market expert
Spanish market expert
Baltic team
Market competences
GatewayBaltic has
developed a network of
local market consultants
supporting our clients
with market
intelligence, market
entry and market
expansion services
Export Intelligence clients are companies interested in new markets. The service range from partner
attraction projects and export sales management to other action-oriented export activities.
A wide range of Market Intelligence projects for companies interested in the Nordic, Baltic states, Germany and Russia.
Clients
Client: Emils Gustavs Chocolate
Defining the partners:
- Importers of chocolate products
• Exclusive chocolate producers
• Advertising agencies
PARTNER Identification
Identified 17 companies in Sweden.
After communication with these companies, 8 companies showed interest in the meeting in Sweden and further communication.
RESULT
Four day visit to Swedish market was organised in May 2009 to meet with 8 companies. GatewayBaltic assisted during the visit.
In August, the company received the first order and now Sweden is their largest export country.
In June 2010, Emils Gustavs went to Finnish market to meet 6 potential partners, and in September 2010 they have delivered the first order to Finland.
Sweden/Finland/Denmark| Chocolate producer
Task: Identify potential partners for sales of exclusive chocolate
Client: VOKE III
Defining the partners
-Housing developers
- Construction companies
- Loghouse and panel house builders
Partner search
Overall 22 companies were selected in Norwegian market.
After communication, 8 companies have expressed willingness to meet with the representatives.
Result
Trade mission to Norway was organized to meet 8 potential cooperation partners and discuss the possible collaboration in the near future.
As a result of the project Voke III has done the first delivery to Norwegian market.
Feedback from client: ”We really appreciate our cooperation and in our opinion Your company is in much higher league than other consultant services. The business meeting in Norway was very useful; companies are willing to cooperate with us in the future.”
Norway| Kitchen, bathroom furniture
Task: To attract potential partners in Norwegian market
Calling tips
out of GatewayBaltic experience
• Make a list of potential partners (clients?)
• Read and learn about the company - how
can AIESEC product benefit them?
• Prepare letter template, proposal
• Take a list in front of you and go!
But do not forget to organize
your work and time!
Prepare
Once a person exists, it it POSSIBLE and you
CAN reach him!
Just a small thing such as a GateKeeper. 1) Make friendship
2) Be assertive
3) Drip
4) mix the last number,
5 try different time
6 find out the contact person from other companies
First Call
First Call
I have to do...
I have to finish until..
It's a huge work....
I have to be perfect
I don't have a time for relax
No one is waiting for
my call
I choose to do....
When can I start?
I can divide my work in many
smaller processes
IDraft is a good option in order to
understand, what should be
improved
I have to plan my breaks better
I make HR manager's
life easier
How would you describe an ideal first
call?
After which would follow INTEREST +
MEETING
-
-
-
-
-
-
Just like "impossible", "cold call" is not in our
dictionary
It's your FIRST DATE
First Call
Cold calling principles
1. Call person in his/her name
2. Refer to something - history, past event, publication.
Explain how did you came to them
3. Show your knowledge about the company you are
calling to
4. Only here you can start introducing yourself
5. The key proposal - sell the meeting!
6. Summary
First power questions:
HR
- Do you offer internships?
- Do you have trainees from abroad?
Marketing
- Are students one of your target auditorium?
- Does x supports external events/ CSR
activities?
Mandatory set of questions: - Make sure you can record Name, Surname and Position
- Can I call back after 3 days to get to know your thoughts?
- May I ask for your direct phone
(you have to give a try)!
And then:
Work with CRM
Follow up after 3 - 5 days
Do not forget your promised follow-up
http://www.youtube.com/watch?v=Pnph3rzi-Wo
"Ohhh... it's a piece of cake"
You are selling a MEETING! But by the way - real sales starts when you receive
"NO". Any other cases are just lucky coincidences and doesn't bring as much
pleasure as if you have had real NEGOTIATION.
Second Call
Second power questions
- Would this product/ event fit to your strategy?
- How can AIESEC become your partner?
Out of GatewayBaltic experience...
- "X" is having a business trip to Sweden after a month. I
propose to schedule a meeting with him/ her, what would
you think?
Sales is nothing more than
a number game
?