Telemarketing and Lead Gen for the Nordics

Companies in the Nordic countries and are heavily digitalized and continually invests in new IT-solutions. Due to local languages and high internet usage both Inbound and Outbound tactics works really good. Furthermore Nordic companies are considered early adopters and used to buying foreign software and hardware.

Businesses in Sweden, Norway, Denmark and Finland have the budget, are open to consider most cloud based solutions and have some of the most modern IT-departments in the world. Here are a few tips on how you as a non-Nordic company can break into this market and capitalize on the interest and need around modern IT-solutions.

• Combining outbound and inbound lead generation to book appointments with the most interesting accounts in the Nordics is a quick way to meet up with the right people, and ultimately provide you with your first good reference client. The Nordic market is not as heavily marketed towards as the American and UK markets, people in the Nordics are also a lot more open about speaking about their business and needs. The calls and emails should be in native language in order not to be considered as spam. Traditional american telemarketing scripts work really bad here.
  
  
• If you want to be local you have to look local – Yes, people in the Nordics, especially decision makers at mid- or large sized companies are more than accustomed to speaking English. This doesn't change the fact that they prefer everything to be conducted in Swedish, Norwegian, Danish or Finnish. Find an agency that can help you translate product information and most importantly can help you do outbound lead generation calls in each local language. That doesn't only mean making sure they dont call to each country in English, it also means they shouldnt call to Norway with Swedes, or have Danish SDRs (Sales Development Representatives) do call outs to Sweden.
  
  
• Use one agency for everything – Four countries should not mean having to contact one lead generation and one digital sales agency in each of the four countries. Find one that can help you find prospects, book meetings and generate an inbound marketing strategy in the whole Nordic region. The overhead cost will be less per country and you can replicate target group segmentation and sales pitches proven to work in one of the countries to the remaining three with a clear estimate of the expected results. Do however avoid recruting a European agency that covers all of Europe or EMEA. They cover all countries with English speaking agents or recruit anyone in the region they have an office in (often Spain, Germany or Ireland) that happens to speak local Nordic languages not considering their skills in sales or IT.
  
  
• Think long term – As with penetrating any market it will take time. Its not enough to have an agency book 20 meetings or invite to a webinar. Find an agency that you can work with for at least a year on a strategic and tactical level with the aim to have one paying client within 18 months (or shorter if you have a smaller cloud based solution or service as  your offer).

Brightvision is conduction Lead Generation in all Nordic countries so feel free to contact us.