How can you build technical credibility in emerging markets?

1 Research the market

Before you approach any potential customer in an emerging market, you need to do your homework and understand the context, culture, and challenges of that market. You can use online sources, industry reports, local contacts, and your own network to gather relevant information. For example, you should know the market size, growth rate, trends, opportunities, threats, regulations, competitors, and customer preferences. This will help you tailor your pitch, avoid common pitfalls, and show that you are serious and prepared.

2 Speak the language

One of the most effective ways to build technical credibility in emerging markets is to speak the language of your prospects and customers. This does not necessarily mean learning a foreign language, although that can be helpful, but rather using the terms, concepts, and examples that they are familiar with and care about. You should avoid using jargon, acronyms, or technical details that may confuse or alienate your audience. Instead, you should focus on the benefits, outcomes, and solutions that your product or service can deliver for them.

3 Leverage testimonials and case studies

Another way to build technical credibility in emerging markets is to leverage testimonials and case studies from existing or previous customers who have used your product or service successfully. These can be powerful tools to showcase your track record, results, and value proposition in a tangible and credible way. You can use testimonials and case studies in your marketing materials, presentations, proposals, and follow-ups. You should also try to get referrals and introductions from satisfied customers who can vouch for you and your offer.

4 Provide demonstrations and trials

A fourth way to build technical credibility in emerging markets is to provide demonstrations and trials of your product or service. These can be live, online, or recorded, depending on the situation and the preference of your prospects and customers. Demonstrations and trials can help you show how your product or service works, how it can solve their problems, and how it can differentiate from the competition. They can also help you overcome objections, answer questions, and address concerns that may arise during the sales process.

5 Educate and consult

A fifth way to build technical credibility in emerging markets is to educate and consult your prospects and customers on the technical aspects of your product or service. This means providing valuable information, insights, and advice that can help them make informed decisions and achieve their goals. You can do this by creating and sharing content, such as blog posts, white papers, webinars, podcasts, or ebooks. You can also do this by offering free consultations, assessments, or audits. By educating and consulting your prospects and customers, you can position yourself as an expert, a trusted advisor, and a partner.

By applying these strategies and tips, you can build technical credibility in emerging markets and increase your chances of winning more sales and creating loyal customers. Technical credibility is not something that you can achieve overnight, but rather something that you can develop and maintain over time, by consistently delivering value, quality, and satisfaction to your prospects and customers.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?