Generating Warm Contacts

Generating Warm Contacts : Generating Warm Contacts CR AR Com The AIESEC Royal Sales Army

What do they do individually to contribute? : Communications!! Think of it as our marketing department Manages branding Creates publicity Can generate “incoming” TNs It’s the artillery regiment It has the greatest influence, and can cause the most wide-spread effects What do they do individually to contribute?

What do they do individually to contribute? : Alumni Relations!! Find alumni Contact, integrate, and engage alumni Approach alumni about taking TNs Organize alumni events (pub++ ) Generate “incoming” and “outgoing” TNs It’s the Special Forces Regiment Precision, high yield, rare targets What do they do individually to contribute?

What do they do individually to contribute? : Corporate Relations Think of CR as our sales department The end-user portion of the ICX process Conduct sales transactions on an individual basis “directly” responsible for sales Uses branding and product development to generate the sales of TNs Generates “outgoing” TNs only. Our Front Line Infantry The most direct effect, takes the most hits What do they do individually to contribute?

Great. Why do we care? : BECAUSE ITS ABOUT 10X EASIER TO SIGN TNS OFF OF WARM CONTACTS!!! Great. Why do we care?

Sales’ Greatest Challenge : “The greatest obstacle between our CR portfolios and their sales’ goals is without a doubt: FAILURE.” - William Humphrey Sales’ Greatest Challenge

Why failure? : CR is unfortunately an unpredictable environment. There is a weak correlation between work spent, and results developed. So you can dump your week into calling, and get absolutely nothing out of it. Worse, its common. Why failure?

What’s the answer? : Allow me to propose that there is no correlation between work quantity and results. (Please note that this is not an excuse to do nothing) Is there is a connection between how SMART we work in sales, and the results that we yield? What’s the answer?

WARM > cold : No one likes cold calling. It sucks. It takes all kinds of extra work It’s yields are incredibly low It doesn’t properly reflect AIESEC’s professional brand It is an old sales technique, and is becoming obsolete. WARM > cold

What’s a warm contact? : A contact who isn’t cold anymore. They have been previously communicated with They may have a personal or professional background connected to AIESEC NOT a stranger, basically. What’s a warm contact?

So why are we using cold calls then? : Temptation!!! Cold calling is more convenient, requires less planning, can be done at almost any time, waits for you, and gives you the feeling that you’ve accomplished something. If you have a thirst for results, but aren’t getting any, you will go for the next best thing: to FEEL good about having tried. So why are we using cold calls then?

Slide 12 : This leads many marketers to spending time on cold calling, KNOWING it will likely yield very low results, but feeling alright about it Clearly, this is not good. CR needs to resist this temptation. Use your support system!! AR and Com!

Warm Contacts are worth the effort! : The major drawback to warm contacts, is in acquiring them. They necessitate more planning, and are fewer in number than cold contacts. So here are a few ways to find them!  Warm Contacts are worth the effort!

Where do warm contacts come from? : They may be: Former partners Alumni Friends / family From the external business world, drawn in by communications/branding work References From BoA, other partners, university Where do warm contacts come from?

Family : Use the trace-back pattern! Ask your parents/siblings/grandparents/uncles and aunts! Its obscenely likely that they know people that will meet with you. If those meetings don’t take TNs, they can still reference you to someone who might!!  Get 5 family/friend references before November! Family

The University : AIESEC is an affiliate of the university. Universities have massive rolodexes… (remember the U can take TNs themselves too…) Therefore! We seek access to parts of their rolodex. Universities will be eager to point you in the direction of externals who may be interested in partnership! It’s mutually beneficial for AIESEC, the university, as well as the potential partner. Get your faculty to reference you to 5 external TN prospects before November! The University

Alumni : Use the trace-back pattern! Try to assemble a genealogy of your LC Target the alumni in this genealogy you’ve constructed specifically for references. By reference, I mean ask them about opportunities within their own companies, then after, ask them for references to other companies, or contacts of their own. Get 15 references from alumni as TN prospects before November! Alumni

Board of AdvisorsOur unsung heroes : Your BoA has a massive rolodex. (It’s a group of several experienced professionals) They have demonstrated specific interest in helping you out as an LC BoA members are usually kind of wondering what you expect them to do to help GET 10 references from each BoA member for TN prospects before November! Board of AdvisorsOur unsung heroes

NO MORE COLD CALLING!!! : What would you give to no longer need cold calling?? All you need is a base (rolodex) of contacts to draw from and use for referencing to others. There are TONS of companies that don’t cold call, see if you can eliminate the need for it in your own LCs!  NO MORE COLD CALLING!!!

Questions? Comments?Concerns?Feedback?BCPs? : Questions? Comments?Concerns?Feedback?BCPs?