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

?