Over the past few months, we’ve walked through the Complete Guide to Enterprise Sales in Japan for Overseas Companies. We’ve explored Japanese corporate culture, organizational structures, decision-making processes, communication styles, and the deep importance of trust. 

Now, in this final chapter, we bring everything together to answer a crucial question: once you’ve signed a contract with a Japanese enterprise, what comes next?

In many countries, the salesperson’s job ends the moment the contract is signed. But in Japan, signing the deal is not the finish line, it’s the starting point of a long-term partnership. Japanese enterprises expect their sales representatives to remain involved, offering ongoing support well beyond the signing of the papers.

The Start of the Relationship

From the very get-go, Japanese clients keep an eye on whether things are running smoothly. Any issues must be communicated quickly with possible solutions, so everything gets smoothed over quickly. 

This hands-on approach is what will show your commitment and reliability. They will also expect regular check-ins. Simply telling clients “don’t hesitate to reach out” if they have questions or concerns, quite simply, isn’t enough in Japan. You must be proactive if you want to build a long partnership with a foundation of trust. Essentially, it’s your responsibility to email them periodically. 

Remember, our Hou-Ren-Sou (reporting, communicating, and consulting) that I mentioned throughout this series? That’s the key to success here. Respond promptly and politely to every request, even if you can’t provide them with an immediate answer. Outline your next steps and identify a timeline to build their confidence in you.

Laying the Groundwork for Expansion

That foundation of trust has two layers: the initial follow-up and a continuous steady flow of communication. For Japanese expansion, “trust” is the password that unlocks multiple doors of opportunity. Here are two important formulas to remember:

1. Sign the deal + follow up + communicate = TRUST
2. Trust x success = EXPANSION

Sharing success stories within the client’s organization is a powerful way to build this momentum. Create success documents that they can circulate internally and lean on the support of individual stakeholders to introduce you to new departments. 

Remember that stakeholder list I told you to make at the start of this series? Yep… those people. Consider them your advocates.

Becoming a True Partner

I mentioned this a lot through the series. Japanese clients value partners who think beyond immediate sales and show a genuine commitment to their business growth. Which means that as their market changes and their company evolves, your role is to grow and evolve with them. Well, actually, you should try to be two steps ahead. Prepare and propose new solutions that address their emerging challenges. By positioning yourself as a long-term partner, more than just a vendor, you become an important cog for their success.

It also creates opportunities for referrals, codeveloped projects, and additional collaborations. and long-standing collaborations. The relationships you build with Japanese enterprises can become one of your company’s most valuable assets.

Key Takeaways

Throughout this guide, we’ve explored what makes Japanese enterprise sales unique: long-term stability, layered organizational structures, consensus-driven decision-making, subtle communication styles, and the central role of trust. Success requires patience and persistence, but the reward is enduring partnerships that go far beyond a single contract.

Final Thoughts

Entering the Japanese market is about investing in people and relationships. Building trust takes time, but the bonds you form will pay dividends for years to come. It’s the old tale of put the time in and you will be rewarded. 

And remember, if you’re looking for tailored support in navigating Japanese enterprise sales, YOUNEEDS Ltd. is here to help. We specialize in guiding overseas companies through market entry and long-term growth. 

Watch the final episode and review the whole series from start to finish on our Youtube Channel. 

Subscribe for updates.