2. Sales can be divided in 5 steps
• Research about your TN;
• Calling;
• Pre meeting;
• Meeting;
• Pos meeting.
3. Research about your TN
The first thing you will need is a pipeline with new TNs to approuch.
It is recommendable from 5 to 7 different TNs each week, and to find
those NGOs/Schools a quick research on google will help you!
After having the NGOs you are going to approuch this week, the first
step is to look for it in google. Does it have a website? What do they
do? What program will they be interested? How long do they exist?
Now its your time to create some arguments to use on phone!
4. Calling
FIRST: Do not forget to have paper and pen by your side!
When calling your NGO/School/Company the first step is talking to a
secretary, or maybe someone who doesn’t have the power to
decide for a meeting. PLEASE DO NOT WASTE YOUR TIME WITH
HER! An exemple:
“Hello NAME, my name is Paulo, I am from AIESEC and I would like
to talk to NAME OF THE RESPONSIBLE (or if you don’t have it, the
responsible for partnerships).”
5. Calling
The possibilities here are:
1- She will ask what you want with the responsible:
R: You will tell “It’s a partnership with our association, we think your
Company/NGO/School has it’s profile.”
2- The responsible is not there/in a meeting (always in a meeting!):
R: You will ask what time the responsible will be back and YOU
WILL CALL THAT TIME! (if you can’t, ask the secretary another time
you can call back).
3- Send us an e-mail about the partnership:
R: You will send the e-mail and call them back IN 24 HOURS asking
if they received the e-mail and asking for a meeting.
6. Calling
Let’s imagine the responsible is there and available to talk to you.
What you will say?
“Hello NAME, my name is Paulo, I am from AIESEC, an international
organization that cares about the development of Colombia and the
world. We have different projects that can help NGOs around the
world, bringing international people to work and develop some
sector your NGO needs. I would like to schedule a meeting with you
tomorrow at 10:00 am to explain a little better our propose.”
AND THAT IS ENOUGH!
Now he will ask some questions to you, just answer it ALWAYS
TRYING to schedule the meeting!
7. Pre Meeting
Things you can never forget to bring:
• Your material with the projects you will offer;
• Be well dressed;
• How you are going there (the route, DO NOT BE LATE);
• Call them one day before the meeting just to confirm it.
10. Meeting
Tips for the meeting:
• BE A GOOD LISTNER!
• Use good cases you have in your city, or in Colombia;
• You need to have a good knowledge about our program;
• Talk about the AIESEC National and International partners;
• Talk about how big is AIESEC;
• ALWAYS FOCUS ON THEIR PROBLEM AND PRESENT THEM
SOLUTIONS TO IT!
11. Pos Meeting
After the meeting, give the NGO about 4 days to call them back and
ask them if they are interested, now, it starts all over again!
Call them DAILY after the first call, maybe in your first call they didn’t
decide yet, or the responsible was not there, etc. Now it is your
OBLIGATION to call them daily, because each day you don’t call,
they are forgetting about the propose.
STRONG TRACKING ON IT!
