Best Practice Example – How to approach corporates

Have a closer look at Parcellab, a start-up from Munich. Parcellab helps brands and companies to improve their customer experiences. This business model requires a large and growing network, as well as excellent sales skills.

Here are first hand tips on how to sell something to Germans at a glance!

Christoph Pirkl, Head of Sales at German Startup Parcellab

My advice for selling to German corporates:

1. Know your buyer

a. Take your time – The bigger the company, the more complex it gets to find the perfect contact person!

b. Find the entrance – A person from the lower management level can help you sell your product internally

c. Ask yourself – Am I speaking to the right person to achieve my goal?

2. Contact your buyer

a. First contact – Use information from social media to tailor your message

b. Go out – Fairs, events, congresses and above all start-up programs are great opportunities to talk to relevant people directly

c. Be creative – Think of innovative or unconventional ways to get in touch

d. Ask yourself – Why didn’t they reply?

3. Make them a fan

a. Cultural awareness – Sell personalised and with patience in Germany

b. Behaviour – Make sure they can trust you as a founder

c. Storytime – A great story will hook them

d. Facts & Figures: Use numbers, charts and diagrams in presentations – in Germany they will love it!