Entering the Japanese B2B market can seem daunting for Western companies. Cultural and operational differences require a tailored approach to build strong, lasting relationships.

The Role of the Salesperson: From Actor to Director

In the Japanese context, the salesperson is not the protagonist of the negotiation, but rather the director who guides the process behind the scenes. Purchasing decisions are often made in internal meetings in which the salesperson does not directly participate. Therefore, it is essential to identify an “advocate” within the client organization: an internal figure who can promote your offering to decision makers.

Support Materials: The Power of Documentation

In Japan, detailed documentation is essential. Briefing materials are often printed and shared internally. Make sure they are complete, clear and translated into Japanese, as they will be the basis on which your advocate will build the proposal.

Building Trust: A Step-by-Step Process

Trust is a crucial element in Japanese B2B relationships. Demonstrate reliability through punctuality, consistency and attention to detail. Relationships develop over time, so it is important to be patient and consistent in cultivating them.

Do you want to enter the Japanese market on the right foot?

Effective communication is the key to growing any international project. Japan Italy Bridge was born for this very reason: to connect and promote Italian companies in Japan and Japanese companies in Italy.

Thanks to a team of professionals and a network of qualified collaborators, we develop tailor-made communication and marketing strategies, designed to strengthen your brand and reach the right audience.

Find out how we can help you enter the Japanese (or Italian) market with communication that leaves its mark:

Japan Italy Bridge – Our agency