The 4th blog of "Business Development in the US for Japanese Companies"

The 4th theme for our blog is "Business Development in the US for Japanese Companies.” In our blog, A-Lex discusses How to effectively PR your business in the US.

 

A good example of using numbers and data to push out the full benefits of the product

 

新型コロナウイルスがビジネスを取り巻く環境にも影響し、在宅勤務を実施しいている企業が増えています。そのため、取引先の担当者へ電話してもオフィス不在で繋がらず、特に初めてコンタクトする担当者への連絡に苦労されている人が多いことでしょう。

Many of us are having a hard time getting hold of a right person over the phone as most companies encourage their employees to work from home.

Point 1. Through Investors’ Eyes, Not Your Company’s
Ex.) Website, Corporate Brochure, etc.
JPN companies: First page is filled with “who we are” info
US companies: Advantages for clients first comes on the top page
The biggest difference between Japanese and US companies in their sales materials is what information comes first. On the landing page of their website or first page of their company brochure, many Japanese companies try to prove their identity by providing president’s greetings, corporate history, etc. US companies, on the other hand, first demonstrate what kind of advantages and merits their products/services can offer.

Point 2. Use Data and Figures to Visualize the Benefits
Ex.) Product Catalogs:
It is most recommended to provide the viewers with the features of the products/services, comparisons with competitors, etc. on the very first page.
日本の会社でも勿論、自社商品の特長や競合との比較を紹介していますが、お勧めは会社案内やウェブサイトの最初のページに目立つように表記することです。できれば目を引くコピー(キャッチコピー)を入れ、会社案内・ウェブサイトを見た人の最初の興味を引き出します。そして数字やデータを用い、既存商品・競合商品と比べて、どのような点で顧客にメリットがあるかを具体的に紹介します。

These are the actions startup or small-/mid-size companies from Japan should take to approach large companies in the U.S. Past records and connections with someone from the target companies can come in handy, but they are not as advantageous in the U.S. as they are in Japan.

U.S. companies are always on the lookout for new technologies and improvement.
Business opportunities will definitely arise when they are more interested in the products/services than in the company scale, history, and number of employees.

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