Slide 1 : TN RAISING
Gianluca Nigro MC VP ER – AIESEC Italia
1) PRE- SALES : 1) PRE- SALES
1)Pre - Sales : 1)Pre - Sales Not every company is ready for AIESEC
Identify right companies
USE segmentation tools
Set Goals & Objectives & Plan it 4 TNs matched 6 TNs raised 24 Meetings 100 phone calls Segmentation of 200 companies 3 TNs realised PLANIFICATION ACTION
How to get info about the company? : How to get info about the company? Online (google, wikipedia)
« Quote from the founder »& reason of creating it
PR & News of the past 6 months
HR manager or first executive to understand the strategy > information
« About us » corporate profile & code of ethics & values
Not ethical ways (student research)
Choose the right contact : Choose the right contact Understand the structure of the company ( who is doing what?)
« Every Individual want a ticket to impress their boss »
Even CEOs (Shares outside BOAD)
Connect with AIESEC partners & Alumnis
Find decision makers « plz connect me »faster!
Phone Calls : Phone Calls NEVER SELL ON THE PHONE !!!!! ( ex: i-phone)
Say you made a research
Value propostion to work with you, provide you kind of talents you’re looking for (people)
Send 1 e-mail at the same time
ALWAYS TALK ABOUT THEM!!! NOT AIESEC!!!
Proposal Making from your LC : Proposal Making from your LC What is AIESEC? 2 sentences,100 words
1) What is the product ?
2) Features of the product ?
3) Benefits of the product ? 5
4) Price ? Clear
5) Curent partners BE CAREFULL!!! ( Tyco, PMEs)
6) Annual report of AI / MC /LC
« You need to spend money to make money »
2) SALES PART : 2) SALES PART
Meeting Tips : Meeting Tips ICEBREAKING
LET THE OTHER TALK & CONCENTRATE IN WHAT YOU ARE TRYING TO SAY !!!
HR people understand well Body language
1 business card only - At the begining!!! Receive it & read it!
BELIEVE in your PRODUCT
Remember You are selling yourself!
Customisation : Customisation Diversity
Cost effience for HR- Low cost- Short term HR solution
DON’T CHANGE THE PRODUCT & THE PRICE!! « HOLD YOUR HORSES »
3) POST - SALES : 3) POST - SALES
Follow up e-mail : Follow up e-mail Formal e-mail of thank you « pleasure »
Follow up points
« looking forward to meet you again »
« to work more closely »
Regular updates
Newsletters
Why partnership with AIESEC? : Why partnership with AIESEC? 1) Philantropy ( let them eat)
2) Value for them
3) Contacts ( personal or internal)
Be aware of the « Global Cost cutting policy »
Market expansion strategy
Social Responsibility
Thank You for your attention & participation : Thank You for your attention & participation Questions??
And now …. IT’S TIME FOR ACTION
« The best formation is Experience »