Launching Sales in the US

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As the world’s largest economy, the United States offers a wealth of opportunities for businesses. But with such a large and diverse market, you need to carefully consider your approach to selling here.

In this article, we’ll offer some ideas on how to expand your sales into the bold US market.

Why expand your sales to the US?

From its sheer size to its reputation for the consumer’s eagerness to spend, the US can certainly be fertile soil for your growth. Here are four key reasons why:

The US market is not only huge but diverse

With a population of over 327 million, the US is a massive market with immense potential. And thanks to the country’s diverse population, businesses can find customers for just about any product or service.

It’s a major hub for international business

The US is home to many of the world’s largest companies, and boasts a major hub for international business. As a result, expanding your sales to the West can help you tap into a global network of potential customers and partners.

There is well-developed infrastructure

This well-developed infrastructure makes it easier to ship and distribute products or services to customers through the country's large number of airports, seaports, and highways, making transportation of goods relatively easy and efficient.

There are also a large number of warehouses and distribution centres, which help ensure that products and services can be delivered to customers quickly and easily.

It can be a relatively easy place to do business

Compared to many other countries, with its established infrastructure and a business-friendly legal and regulatory environment, doing business in the US is easy and accessible.

The US market: An overview

To make it in the US market, you need to have a clear understanding of the market landscape and the sales strategies that work best in this unique environment.

Let’s take a look at some of the key considerations for businesses expanding their sales operations into the United States.

The US market landscape

Made up of 50 different states, each with their own unique history, culture, and economy, the US is a large and complex market that needs to be navigated with attention to detail.

To successfully sell in this market, businesses need to understand the differences between the various states and regions, and tailor their sales strategies accordingly.

It can be broadly split into four main regions:

  • The Northeast: This region includes the states of Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, and Pennsylvania.
  • The Midwest: The Midwest region includes the states of Ohio, Michigan, Indiana, Illinois, Wisconsin, Minnesota, Iowa, Missouri, Nebraska, South Dakota, and North Dakota.
  • The South: The Southern region of the US includes the states of Delaware, Maryland, Virginia, West Virginia, Kentucky, Tennessee, North Carolina, South Carolina, Georgia, Florida, Alabama, Mississippi, and Louisiana.
  • The West: The Western region of the United States includes the states of Montana, Wyoming, Colorado, New Mexico, Arizona, Utah, Nevada, Idaho, Oregon, Washington, and California.

Each of these regions has its own unique culture, economy, and demographics, which you’ll need to take into account.

The US market is also home to a number of different industries and market sectors. Some of the most important industries include:

  • Technology
  • Healthcare
  • Financial services
  • Retail
  • Consumer goods
  • Manufacturing

You also need to consider which industry or market sector they are targeting and tailor your sales strategies accordingly.

Sales strategies for the US market

When expanding your sales operations into the US market, businesses need to consider a number of different sales strategies.

Sales strategies used in the US market include:

  • Direct sales: Direct sales involve selling products or services directly to customers through channels such as retail stores, catalogues, or the internet.
  • Indirect sales: Indirect sales involve selling products or services to intermediaries such as distributors, wholesalers, or retailers, who then sell the products on to customers.
  • Channel sales: Channel sales involve selling products or services through a network of partners, such as resellers, system integrators, or value-added resellers.

How to reach US customers

There are a few things you need to take into account in order to best reach prospective customers in the US. you have a better overview of the different regions within the US you’ll need to dive into the different demographics and preferences of each to understand the nuances within each state.

Once you have a good view of who you are selling to, consider how you will reach them, including:

  • Online advertising
  • PR and marketing
  • Attending trade shows and events

When it comes to online advertising, it is important to target the right websites and platforms that your target customers are using.

PR and marketing can be very effective in reaching US customers, especially if you have a strong story to tell about your brand.

Finally, attending trade shows and events can be a great way to meet potential customers and partners, and to get your brand name out there.

As a large and diverse country, there is no single approach that will work for all US customers, and so, it is important to tailor your approach to specific regions and customer segments.

Remember that US customers are used to a high level of customer service, and expect companies to be responsive to their needs. Consumers appreciate companies that are willing to go the extra mile. US customers are also very price-sensitive and look for the best value possible.

Final tips

  1. Know your audience. It’s important to understand who your potential customers are and what they’re looking for. This will help you tailor your sales pitch and product offerings to appeal to them.
  2. Research the competition. Take the time to learn about your competitors and what they’re offering. This will help you position your own business and products in the market.
  3. Be prepared to adjust your prices. In the US, customers are used to paying more for goods and services than in other parts of the world, so you may need to adjust your prices upward to stay competitive.
  4. Consider using a US-based fulfilment partner. If you plan to sell online to US customers, it’s important to have your products shipped from within the country. This will help you avoid any potential delays or customs issues.
  5. Legal up. There are a number of laws and regulations that businesses need to be aware of when selling in the US. For example, businesses need to comply with consumer protection laws, anti-discrimination laws, and laws governing marketing and advertising.
  6. Be patient. It can take time to build a successful business in the US. Don’t expect immediate results – it takes time to build relationships and establish your brand and customer base.

If you’re looking to take your business to the United States, get ready for what could be the most profitable rollercoaster ride of your business life. With the right planning and preparation, you can not only enter but flourish in this far-reaching market.

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