Securing that first sale can be a daunting challenge, especially if your customer isn’t also your investor, and you lack a government contract or a lucrative offtake agreement. So, how do you get your foot in the door?
Here’s a strategy that’s worked for me: hire a national from a country that’s at the forefront of your technology field. In batteries, that’s China or Korea. In wind energy, it used to be Germany, Denmark, or the Netherlands, but now it’s China. Why does this work?
Key Advantages
1. Existing Network: These professionals come with a built-in network of contacts that can open doors and facilitate introductions.
2. Trust of Compatriots: There’s an inherent trust factor when dealing with someone from the same country. This trust can significantly accelerate your sales process.
3. Industry Knowledge: Nationals from leading countries in your field bring deep industry insights and understanding, which can be invaluable for positioning and selling your product.
While this strategy may not guarantee long-term sales growth, it can help you secure those critical first sales quickly. By leveraging existing networks, trust, and industry knowledge, you can jumpstart your sales process and set your scale-up on the path to success.
Keep pushing forward and exploring new strategies to drive your startup’s growth!
