For example, in the US, it may be easier to start a new relationship than in Europe. However, in Europe, relationships are more likely to be formed over the long term and are harder to break. Of course, every country within Europe is different, so you’ll want to go beyond these generalizations. Sales reps need to respect the time, effort and etiquette required to establish strong relationships.
Are Your Sales People Fluent in the Local Language?
While English is the dominant language of business worldwide, inside special database reps need to be careful to avoid slang and phrases and idioms that could easily be misunderstood. For example, the phrase “hit a home run” might resonate less in England than in the United States because baseball is not as popular.
It’s best, however, to be fluent in the local language. Native language speakers make a good impression, increase the comfort level, help cross-cultural barriers and open doors. That’s why we use the native language when calling prospects in Austria, Belgium, Brazil, Canada, Denmark, Finland, France, Germany, Ireland, Italy, Luxembourg, Mexico, The Netherlands, Norway, South Africa, Spain, Sweden, Switzerland, Portugal, United Kingdom, United States and more.
Are You Complying with Regional Regulations?
The United States isn’t the only country with lots of regulations and red tape, including rules about tele-sales. Knowing what you can, can’t (and must) do to comply with local and regional laws can save you headaches and potential legal trouble. For example, once a US company starts selling in Europe, they need to comply with the General Data Protection Regulation.
Are You Hiring Local Talent?
Even as we begin to come out of the pandemic and shutdowns, international travel will be slow to recover. Working virtually and remotely helps overcome this challenge. While you may not need to open branches across Europe and Asia, you may want to hire some local talent—especially as you’re getting established.
Local tele-sales and inside sales reps can solve the challenges of fluency and culture; they may even have local business relationships. When you work with a professional inside sales and marketing firm with a local office, you can quickly establish your international footing and:
Gain instant market access
Avoid language and cultural misunderstandings
Adjust your calling strategy as needed, without hiring/firing employees
Work with a team that knows the local and regional regulations
This is the year to accelerate your digital sales capabilities around your inside sales team. Make sure you have the knowledge, understanding and talent to take your sales to new markets worldwide.
