The Chilean market is conservative and possesses particular characteristics that require care when executing a B2B outbound marketing Chile strategy. Although it is one of the most stable and digitised economies in the region, success for SaaS foreign companies does not depend solely on service quality but rather on their commercial intelligence.
With this in mind, we have outlined the main tactics you can apply when prospecting companies in the country.
Adapt your communication to Chilean Spanish
Chileans feel more confidence when they speak with someone who understands and respects their language. Furthermore, maintaining formality is essential to avoid making the wrong impression because hierarchy is a strong custom in the country.
If you want your company to truly grow in the country, visit Santiago and speak with your prospects in person. Face to face interaction is something highly valued by Chileans and increases trust even further.
Show that you understand the Chilean ecosystem
Another interesting strategy is to use local functionalities in your software because it is something Chileans are already used to and know that works. This also shows that your company is here to stay and is not just a temporary and uncertain situation.
For those involved in SaaS sales Chile, the risk of being left stranded by a foreign company is a major block for decision makers. Therefore, it is fundamental to provide support in Spanish and understand local tax regulations such as the Chilean electronic invoice.
Use case studies to bring authority through social proof
If an international SaaS company approaches a Chilean firm, it is important that they have a background and show in practice how the process went with other clients. If there are no former clients in Chile itself, the way forward is to show experience with outbound prospecting LATAM by highlighting results in other Latin American countries that have a closer culture and ecosystem.
In Chile, a company’s client portfolio is often valued more than its own products and services. Especially when doing B2B outbound marketing.
Aim for a specific target and personalise
The Chilean tech market is concentrated in Santiago and the large companies are located there. Consequently, all your leads are basically in the same place and if you send a generic email, it is possible that it will generate no impact at all and even damage your reputation in the country.
The majority of Chilean companies are holdings due to this concentration. To make a good impression in enterprise sales in Latin America, it is fundamental to show precision and personalisation in the proposed solutions. The ideal approach is to study the companies you truly wish to serve and identify gaps where your company can enter and solve problems. Show that you already understand the business before even being part of it.
Break the ice with social listening
Chileans hate content that looks like spam. The act of adding a decision maker on LinkedIn and immediately sending a sales pitch can push them away instead of sparking interest. The same can happen through emails.
Start gradually by liking a post or making a comment. This way you will also have context to personalise your message and touch directly on a pain point or need of your prospect. Through comments, you can show your knowledge in a more natural and organic way.
Look for major sectors
The main economies of the country are mining, retail, and financial services. Investing in them is safer because they are essential sectors that have less chance of suspending their operations or cancelling subscriptions due to dollar fluctuations.
Companies operating in these verticals have more resources to invest in SaaS technology and have more knowledge about this service model. Communication is easier when the client knows what they need and understands the reasons. If one of these holdings likes your work, it is likely that other companies will start to become interested as well.
To do B2B outbound in Chile, it is fundamental that you consider local behaviour and understand the way they close deals. Personalisation and cultural understanding are the keys in this journey.
Sherlock Communications is a Latin American communications agency that offers B2B outbound marketing solutions with headquarters in the country. Speak with our local specialists and have an effective strategy to reach your professional goals.