One of the services that VA Partners offers is selling to Canadian targets for internationally based companies. We have worked with companies based in Ireland, France, Switzerland, Finland, and South Africa, just to name a few. For internationally based companies we are a great first fractional hire to test and then grow your market. Here are a few of the benefits VA Partners can provide when selling to Canadian organizations.
Canadian Knowledge
There could be differences in selling to Canadian targets than in their home country. Typically in Canada you can be more direct in the sales effort. It is more about providing value, then building a relationship. We would also know some of the nuances in selling to organizations in Canada. As an example the Canadian banking industry is very consolidated with a few very large players.They make for good customers, but they take a significant amount of time and effort to close. A good initial target list could be Credit Unions. They are smaller, but still significant in size, and are faster to close.
On the Ground Support
VA Partners provides fractional resources based in Canada. This helps with simple things like working in the right time zones. The difference from Paris to Vancouver is 9 hours. This is tough to manage from ongoing outbound call efforts. The VA Partners team can also go to meet face to face if needed through-out Southern Ontario. We helped a European client close one of their largest customers through virtual and in-person meetings. The VA Partners team has also helped to lead yearly in-person meetings to ensure that the client is happy and stays on-board.
Leveraging Existing Networks
Mark Elliott and Steve Gruber, VA Partners cofounders, have many friendly contacts they can leverage for early meetings.. The VA Partners team is active on LinkedIn to grow their network. These meetings provide valuable local information on the market, competitors, and the fit. We like to say these meetings allow us to fail or succeed quickly.
Booking Discovery Calls
The main output for the fractional sales efforts is discovery calls. Many of these discovery calls can be done remotely and allows for some high value interaction with your ICPs and Buyer Personas. From there clients can manage the opportunity or VA Partners can support the effort through to close.
Supporting Trade Missions or Trips Over
A physical trip to Canada can be expensive. Not just in the cost of the trip, but also the time it takes. Let VA Partners maximize your trip with additional meetings and insights. We have done this for many start-ups as well as European organizations that support exports and international sales from their countries.
If you are interested to see how we could help grow your presence and revenue in Canada please connect with me.
