(Source: https://pltfrm.com.cn)
Introduction
Sales strategy is not an afterthought—it’s your market entry plan. For overseas brands entering China, sales channels, messaging, and go-to-market timing determine long-term performance. Here’s how to build a market-ready sales approach from the start.
1. Entry Pathways Based on Brand Stage
1.1 Emerging Brands: Digital-First Soft Launch
For smaller or newer brands, start with low-cost digital channels like Xiaohongshu, Douyin ads, and mini-program shops.
Tip: Focus on speed to feedback and product-market fit testing.
1.2 Established Brands: Platform Partnerships
Well-known names can launch through flagship Tmall stores, JD distribution, or major influencer partnerships.
Strategy: Leverage your global brand equity with press coverage and marketplace banners.
2. Localization of Sales Materials
2.1 Mandarin-Specific Sales Assets
All decks, landing pages, and PDPs should be in culturally adapted Mandarin—not just translated.
Use Case: A supplement brand used culturally relevant phrases like “daily balance” and “inner harmony” for top-performing copy.
2.2 Visuals Tailored to Local Tastes
Soft lighting, pastel tones, and lifestyle representation matter. Redesign visuals for China’s aesthetic norms.
Tactic: Test multiple photo styles before launch to identify resonance.
3. Sales Channel Synergy
3.1 Top-of-Funnel vs. Bottom-of-Funnel Channels
Use Douyin and Xiaohongshu for awareness; WeChat mini-program or Tmall for conversion.
Tip: Ensure consistent messaging and visuals across all platforms.
3.2 Unified Promotions Calendar
Align product drops and offers across all sales channels for calendar moments like 520, Qixi, or Singles Day.
Execution: Build a retail calendar 6–9 months in advance.
4. Tracking, Testing, and Adapting
4.1 Pre-Launch Simulations
Test ad creative, page flows, and pricing via closed beta or influencer-only campaigns.
Pro Tip: Use pre-order campaigns to build urgency and track conversion signals.
4.2 Real-Time Sales Dashboard
Implement CRM and platform dashboards for daily sales, return rate, engagement, and conversion insight.
Advice: Adjust pricing, bundles, and messaging every 2–4 weeks during the first 90 days.
Case Study: A U.S. Coffee Brand Uses a Phased Sales Strategy
The brand entered China via Xiaohongshu KOLs and livestream trials. After gaining traction, it launched on JD with influencer reviews and a WeChat subscription campaign.
They reached 80,000 followers in 60 days and tripled repeat purchase rates within one quarter.
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!
info@pltfrm.cn
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