In the last episode of the mini-series “Oi Listen Up! The Top 5 Sales Barriers Every Company Faces When Entering Japan,” we discussed the nuances of communication. Especially the Honne and Tatemae barriers that some find difficult to grasp.

If you’ve mastered that, great! But it’s no time to rest because the next barrier is just around the corner: The barrier of Quality Expectations and Brand Trust. 

Now, you might be thinking, don’t worry, I know our product is good. We’ve got this in the bag. 

Sorry to break it to you, but in Japan…

“Good Enough” isn’t enough.

The quality that Japanese clients expect goes far beyond the standard functionality. It’s about durability, safety, accuracy, reliability, speed, and care. Things that can often just be brushed off elsewhere, such as tiny bugs or small delays,  can seriously affect your credibility here. 

In some global markets, it’s common to launch your product or service and improve it over time. But Japanese customers expect, and are willing to pay for near-perfect quality. 

This unique mindset comes from Japan’s manufacturing culture: the Toyota Production System. Where continuous improvement and zero waste lead to excellence. This philosophy runs deep in Japanese industries and cultures, not just manufacturing. 

Can you compete on Trust?

If you’re competing on cost or speed alone, you’ll likely struggle to make sales. We don’t want a quick fix, we want long-term guarantees. We ask ourselves, “Will this product work perfectly and reliably for a long time?”

So, what can you do to emphasize this in your sales pitches?

• Emphasize stability and reliability alongside key features
• Provide solid data on quality control, texting processes, and error rates
• Offer small PoCs or trials so they can experience it firsthand. 

And sell peace of mind.

After-Sales Care – the True Test of Trust

Remember that even after a deal is closed, Japanese clients will expect quick, proactive, and honest interactions. We already mentioned that Japanese clients want to use products for a long time; they also want to build long-term, fruitful relationships with you. 

In fact, building a relationship is essential for mastering sales in Japan. Offer progress reports, follow-up meetings after implementing the product or service, and add value by offering additional solutions to support their own growth. 

Want to know more? Watch the full episode here: 

Struggling to branch into Japan? Reach out to us at YOUNEEDS Co. Ltd., for tailored support. Through our expert consulting services, we help international companies launch into the Japanese market.