Australians do not get that same “education” but we know that selling requires delivering our message in person. Consequently, Australian companies need to tweak their content to avoid giving the wrong impression when making a presentation in the US.
Here are four tips I learned by watching the Americans and experienced Australians in action.
1. Always “ask for the business”.
Meeting with potential customers is not a strong enough signal that you want to make a sale. Tell them what you want, and don’t be afraid to repeat yourself.
2. Tell them that you are “specialized” rather than “a small company”.
Americais the land where bigger is better.
3. Avoid the Australian tendency to down-play some of your accomplishments.
Get in touch with your American side and tell them how “awesome” you are.
4. Stress your accreditations (e.g. ISO 9001) and your customers (e.g. General Motors).
Give your audience something that is familiar to them to make them feel comfortable.
My next blog entry will discuss some of the Australian statements that should be avoided when trying to sell your product in the