Investigation for new markets

Sales may not have been an area I originally anticipated exploring, but as a necessary component of any successful business, I was eager to dive into the challenge.

During my time at IS Technology, a manufacturer of complete elevator sets for the EU and Russia, I focused initially on coordinating quality control and suppliers. However, as a small team, it became clear that developing a robust network of connections was essential for securing new projects and contracts.

To accomplish this, we began by identifying prior work and reestablishing old connections. We also had to consider whether we should expand into Asia or remain within the EU, ultimately deciding to focus on segmented markets within the EU, specifically the UK.

Our unique selling point was the ability to customize our products to meet the specific needs of small and medium-sized buildings. The greatest challenge was getting in touch with key stakeholders, as many receptionists initially rejected our requests for appointments or scheduling calls. To overcome this, I ran extensive research on communication channels to directly connect with key decision-makers.

This approach yielded positive results, enabling me to connect with and engage half of the targeted owners and directors. By interacting with industry experts and creating a network of contacts, we were able to successfully secure a project as an experimental case for an independent contractor within four months.

In retrospect, this experience taught me the importance of a strategic approach to sales and communication, particularly when entering new markets. Building trust and rapport with key stakeholders is critical for establishing a robust network and securing new business opportunities.