What are the best ways to tailor your pitch for different geographic regions?

As an outside sales professional, you know that your pitch is not a one-size-fits-all solution. You need to adapt your message, tone, and style to the specific needs, preferences, and expectations of your prospects in different geographic regions. But how do you do that effectively without losing your core value proposition and credibility? Here are some best practices to help you tailor your pitch for different geographic regions.

Key takeaways from this article

Research and adapt:

Before meeting prospects, dig into the local culture, economy, and business practices of their region. Tailor your pitch to reflect this understanding, ensuring relevance and respect for their specific environment.
Ask insightful questions:

Rather than delivering a one-way pitch, engage prospects with thoughtful questions. This approach fosters dialogue and reveals what they truly value, allowing you to adapt your message on the fly.

This summary is powered by AI and these experts

1 Research the region

Before you approach any prospect, you need to do your homework on the region they operate in. This means understanding the economic, social, cultural, and political factors that influence their business environment, challenges, goals, and pain points. You also need to learn about their local competitors, customers, and industry trends. This will help you craft a pitch that is relevant, timely, and respectful of their context.

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Stephen Watson

Head of Enterprise Sales at Coffee Cup Solutions
(edited)
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I like to learn and perform a traditional dance from the prospect's home region. This achieves three things: 1. Demonstrates a committed and specific interest in them as a customer. 2. Breaks the ice, allowing for a more productive discussion. 3. Showcases my flamboyant dance skills. Strategic Corporate Dad-Dancing is an underrated strategy but one which every leader should have in their arsenal.

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Matt Miller

Director of Eco-Enable Limited and Eco-Enabler Alliance CIC
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In the UK, you can talk to either the Business or Economic Development Unit of the Regional or District Council if they are approachable, or otherwise engage with the local Chamber(s) of Commerce and attend one or more of their events where you can observe others getting involved, along with what works best. If it is international business, then the best thing to do is talk to your own local Department of Trade and Industry first - as they may be able to advise what has worked for other businesses from your country - or otherwise various outreach organisations which help people from elsewhere know about them and their culture. E.g. Alliance Française is great for learning Business French and French life and customs as well as about France

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Carina Issler Rodrigues

Conecto Empresas a Soluções de Segurança Industrial com Paixão! (NR 13, seus Ensaios Não Destrutivos e Integridade Estrutural)
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Entendendo as diferenças culturais que movem as pessoas, o que elas procuram, suas necessidades como grupo, isso se assemelharia a uma modelagem inclusive de adaptação de entrega do produto. O que para algumas regiões é muito tranquilo, como por exemplo a entrega, para outras é um desafio, e isso precisa ser discutido, comunicado, conversado e alinhado.

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2 Adjust your language

The way you communicate with your prospects can make or break your pitch. You need to adjust your language to match the level of formality, tone, and terminology that your prospects are comfortable with. For example, some regions may prefer a more direct and assertive style, while others may value a more polite and subtle approach. Some regions may use more technical jargon, while others may favor simpler and more accessible language. You also need to be aware of any regional accents, slang, or expressions that may affect your clarity and rapport.

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🇦🇺 Glen Mallaby 🇦🇺

Geologist Investor Thinker Hard Worker
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I tend to just speak in English and obviously when my Spanish or mandarin speaking audience struggle to understand it is obvious that I am just not speaking loud enough. So obviously an increase in volume is warranted

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3 Customize your value proposition

Your value proposition is the core of your pitch. It tells your prospects why they should choose your solution over others. However, your value proposition may not resonate with every region equally. You need to customize your value proposition to highlight the specific benefits and outcomes that your prospects care about most in their region. For example, some regions may be more interested in cost savings, while others may prioritize quality, innovation, or sustainability. You also need to back up your value proposition with relevant data, testimonials, and case studies from similar regions.

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4 Respect the norms

Every region has its own norms and expectations when it comes to sales interactions. You need to respect these norms and avoid any actions that may offend or alienate your prospects. For example, some regions may have different preferences for the length, frequency, and format of your communications. Some regions may have different etiquette for greetings, introductions, and follow-ups. Some regions may have different decision-making processes, timelines, and criteria. You need to adapt your pitch to fit these norms and show your professionalism and cultural sensitivity.

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5 Ask for feedback

One of the best ways to tailor your pitch for different geographic regions is to ask for feedback from your prospects. Feedback can help you identify any gaps, misunderstandings, or objections that may arise from your pitch. It can also help you gauge the level of interest, engagement, and satisfaction of your prospects. You can ask for feedback during and after your pitch, using open-ended questions, surveys, or polls. You can also use feedback to improve your pitch for future prospects in the same or similar regions.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Red Stafstrom 🦁

Chief Revenue Officer at Mennr | Author of Introvert Sales Survival Manual | National Speaker | 4.0 MBA Student | Purveyor of Assorted Nerdery | CONNECT WITH ME SO WE CAN ALL GROW!!!
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Best answer, have no pitch. Have a list of good questions instead. A pitch implies a long monolgue where you tell you client all sorts of information they may or may not care about. Good questions work in any geography.

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Otto Schroeder

Product Licensor at Topmarketing Design, Grandfather , US Army Veteran Consumer Product Developer
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Hit me with your questions and needs. I would then want to present my product to you to incorporate your ideas to make it a more useful product. An outside evaluation is greatfully appreciated

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What are the best ways to tailor your pitch for different geographic regions?

1

2

3

4

5

6

1 Research the region

2 Adjust your language

3 Customize your value proposition

4 Respect the norms

5 Ask for feedback

6 Here’s what else to consider

Outside Sales

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What are the best ways to tailor your pitch for different geographic regions?

1

2

3

4

5

6

1 Research the region

2 Adjust your language

3 Customize your value proposition

4 Respect the norms

5 Ask for feedback

6 Here’s what else to consider

Outside Sales

Rate this article

Thanks for your feedback

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