Once again, I was in a business forum and someone from overseas was looking to have their firm do a venture with a Japanese company. They were wondering how to go about doing that. To protect the privacy of the individual I have changed some of the information. But the content is all here.
Here was my advice:
It’s going to take some effort, but here is what I would do…
- Get the name of the decision maker at the company. Send this person a post card introducing who you/your firm is and why you are contacting them. Tell them that you will be sending more information soon. The post card is open. It is a great tool to get past the gatekeepers and introduce yourself. Get the attention. BUT…don’t tell everything. Not yet, build interest.
- Follow up with a letter that goes into the details of the venture project you aim to enter. Push the benefits. Talk about what’s in it for them. That’s how you will land the deal. Don’t toot your own horn and hope they jump on. Too many follow this path to sheer disaster.
- Send an e-mail or a fax reviewing the main points of the letter.
- Follow up with a phone call.
BONUS: If this is a cold approach to the Japanese company, which it sounds like it is, then you are going to have to gently introduce yourself and gradually build the relationship.
Don’t try to sell the deal in one shot. Big mistake.
Follow the 4 steps above and you will get your foot in the door. Also you will find your message in front of those you aim to reach. The rest is up to you to build the relationship and close the deal.
That was my advice.
I hope you found it useful and can use the information in your business dealings.
Good luck to you and your endeavors,
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