Sales is a global game, and the tactics for boosting sales vary from Europe to the USA, 2 of the world’s major markets. However, things well-received in one market don’t automatically guarantee fantastic reception in the other market. One needs to pay attention to the differences in consumer emotions in both markets and formulate their sales strategy accordingly. Today we’ll look at a few key sales-strategy differences between Europe and USA based on audience mindsets in the two markets.
Comparing the differences in audience emotions
There are several parameters based on which distinctions are made between the strategic differences between the USA and Europe. Here’s a list of some of them.
Medium of communication
There are multiple ways of reaching out to consumers, but the mode you’d prefer will vary based on the target market. Cold emails and cold calls are the most effective and have repeatedly proven useful. While Europe loves cold emails due to its general data protection regulations, the USA goes after cold calls to reach customers or new leads.
Virtual Vs. In-person Events
In the post-pandemic era, virtual events have gained new prominence and popularity for obvious reasons. However, some markets still prefer conventional in-person events. In Europe, 69% of people prefer to attend in-person events as opposed to just 31% of virtual event preferers. The trend continues in the US as well. However, the numbers drop to a more even distribution, with 57% wanting in-person events and 43% wanting virtual ones.
Linguistic Preferences
Language is a key aspect of sales simply because it involves making a striking connection with the lead. Often linguistic barriers lead to poor communication and ultimately result in less promising numbers. Americans almost always expect English to be the sales language, while parts of Europe vary in their choices.
Countries like Germany and France prefer native language speakers more than English speakers. At the same time, the rest of Europe is a mixed bag regarding their linguistic preferences as consumers.
Also Read: The ultimate guide for giving sales demos that close prospects
Currency specifications
Although the rules around providing documents vary from one industry to another in Europe, many require you to offer the product and pricing details and all other necessary documentation in the local language. This is why a region’s language requirements and specifications become relevant even when it’s not directly related to sales. In the US, providing documentation in English would do the job in most cases.
Numbers Vs. Stories
There are several ways to convince a market to buy a specific product. The major schools of thought include selling based on facts, numbers, and research data gathered on the product. The metrics show a very logical projection of the product quality and accurately describe all that it offers. Most Europeans agree with this kind of assessment. When pitching a product in the European markets, staying factually relevant and making a solid business proposition become crucial for selling well. Information on the effects of using your product or service and past clients is very helpful for hitting sales targets in Europe.
However, American consumers are more likely to buy based on their emotions towards the product. So, the aesthetics of the pitch and the story you choose to present your product with play a greater role in the American markets.
Describing how a certain product can transform something or paying extra attention to all visual elements associated with your product’s pitch and marketing it accordingly is likely to bring the most profits. The average American consumer loves a full experience with the product instead of pure factual stuff.
Buyers’ engagement preferences
Europeans prefer to buy products offline and build close relationships with the sellers they purchase from. However, the situation shows a stark contrast in the US, which is more inclined towards online sales. The relationships built are online as well, especially in SaaS markets.
Sales Pace
This is an often neglected aspect of sales that alters a good deal to one that never closes. Reading the pace at which the consumers are comfortable is vital to hit the targets and setting achievable future targets. In the US, sales progress faster, wherein a consumer is led down the pipeline much more swiftly than in Europe.Â
It’s important to understand that not all of these differences are preferential. Some are simply due to legal compliances as well. The French love meeting and discussions, which can slightly lengthen the deal period. So, matching the pace expectations of the market you’re selling in becomes a driving factor in sales.
Now that we’ve discussed all major factors in detail, feel free to tweak your sales strategy as per the needs of the deal.
Conclusion
Even though the US and Europe seem similar in their interest and consumer spending, the way you sell in these two major markets is very different. The preferences are due to the combination of legal, historical, and emotional factors which have formed a recognizable pattern over the years. When planning to enter a new market, determine the market’s emotions before deciding the product pricing. This simple step will help ease the sales process and make things go smoother.
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