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China presents an enormous opportunity for overseas brands, but capturing market share requires a targeted, relationship-driven approach. Account-based sales strategies are increasingly being utilized by overseas brands to build meaningful connections with high-value accounts, helping them succeed in China’s competitive market.
1. Why Account-Based Strategies Are Crucial for Overseas Brands in China
- The Chinese market is vast, diverse, and highly competitive. Account-based strategies allow overseas brands to prioritize key accounts that are likely to drive significant revenue growth. This focused approach reduces wasted resources and helps brands make informed decisions about where to invest their sales efforts.
- In China, this means understanding local consumer behavior, identifying industries that align with your product, and targeting businesses that offer substantial growth opportunities.
2. Adapting the Sales Process to China’s Business Environment
- Overseas brands must tailor their sales process to the unique characteristics of the Chinese market. This includes integrating local communication platforms, adapting to local purchasing behaviors, and ensuring compatibility with Chinese regulations.
- For example, SaaS brands should consider local payment methods, ensure their services comply with Chinese data protection laws, and provide Chinese-language support to ensure smooth user experiences.
3. Utilizing Data and Analytics to Drive Account-Based Sales
- To effectively implement an account-based strategy, data and analytics play a crucial role in refining targeting strategies. By tracking customer behavior, monitoring interactions, and analyzing engagement data, overseas brands can fine-tune their sales strategies for each target account.
- In China, tools like WeChat analytics, Baidu trends, and local CRM systems can provide valuable insights into your accounts’ behavior, preferences, and decision-making processes.
4. Creating a Strong Value Proposition for Chinese Clients
- To succeed in account-based selling, overseas brands need to clearly communicate how their product or service provides value to Chinese businesses. This involves understanding the pain points of the target accounts and offering solutions tailored to those challenges.
- For instance, a SaaS brand selling marketing automation tools might focus on the need for efficient customer relationship management in China’s fast-paced digital landscape.
Case Study: A Health Tech Company’s Account-Based Success in China
- A health tech company offering digital health solutions for Chinese hospitals used an account-based sales approach to target top-tier healthcare institutions in China. By offering customized solutions that addressed local healthcare challenges, they were able to build long-term partnerships with major hospitals, resulting in a significant increase in their client base.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
