Episode #238: Create Reference Points For Clients

Why is finding new corporate clients in Japan harder during the pandemic?

The pandemic has made new client development in Japan unusually high-friction. Highly contagious variants have strained local medical systems, and vaccine rollouts have been slower than hoped. The result is repeated restrictions, risk-avoidance on both sides, and fewer informal touchpoints that used to create momentum.

Online meetings help, but they don’t fully replace the subtlety of face-to-face interaction. Without body language and in-room energy, misreads are easier, trust builds more slowly, and “dropping by for a chat” is no longer a viable sales move.

Mini-summary: The pandemic increased uncertainty and reduced in-person trust signals, making first conversations with buyers more delicate and more important than ever.

When communication shifts to screens, refined language becomes a competitive advantage. Salespeople may know about storytelling, word pictures, and precise word choice, but knowing and doing are different skills. Execution takes practice and coaching.

Online selling rewards those who can create clarity, emotion, and confidence quickly—using only voice and words.

Mini-summary: In online sales, your language is your presence; skillful storytelling and word choice now carry the weight that body language used to carry.

Many first online meetings are with new contacts inside existing accounts—especially after April transfers in Japanese firms. Jumping straight into a “product catalogue tour” is ineffective on screen and often feels tone-deaf.

Instead, begin by setting a strong credibility anchor and earning permission to ask diagnostic questions. The opening minute is not about selling a program; it’s about positioning your firm as a safe, proven partner and creating a logical path to needs discovery.

Mini-summary: Don’t start with products. Start with credibility and a clear reason to explore needs together.

A repeatable structure helps every salesperson stay confident and persuasive in remote settings.

1) Explain who you are and what you do—fast, credible, and personal

This is where you establish trust by weaving firm history and personal experience into one tight narrative.

Example structure (about 40 seconds):

• You are a global expert in soft-skills training.

• Dale Carnegie was founded in New York in 1912.

• 90% of Fortune 500 companies use Dale Carnegie.

• Tokyo office established in 1963; long local track record.

• Content localized for Japan; majority delivered in Japanese.

• Your own tenure and first-hand impact across industries.

This tight burst should feel like: “Nobody got fired for choosing Dale Carnegie Training.” It frames you as a low-risk, high-trust option.

Mini-summary: Compress maximum credibility into ~40 seconds, blending global authority with real Japan-based experience.

2) Tell a micro-case story about a similar client

Immediately follow with a short, specific story:

• What issue the client faced.

• Why it hurt a decision maker like your current contact.

• What you did.

• What changed as a result.

• A hint of the client’s own words/emotions to increase believability.

Keep it brief and practical. Make the client’s “pain → solution → impact” obvious.

Mini-summary: A short, relevant client story creates a second trust anchor: “They solved this before—maybe they can solve ours.”

3) Ask for permission to explore needs

Finish with:

“Maybe we could do the same for you. I’m not sure, but to find out, may I ask a few questions?”

Then stop talking. Silence is a tool. Let them answer without rescuing the moment.

Once permission is granted, move into real needs discovery. If you don’t have a fit, don’t force it—exit professionally and focus elsewhere.

Mini-summary: Earn explicit permission to ask questions; it signals readiness to share confidential realities.

When business is scarce, the temptation is to chase every opportunity. That’s dangerous. Bad-fit clients create high delivery cost, low satisfaction, and long-term brand damage.

Focus on organizations with problems you can genuinely solve—especially in Japanese companies (日本企業 / Japanese companies) and multinational firms (外資系企業 / multinational companies) seeking reliable partners in Tokyo (東京 / Tokyo) for:

• Leadership training (リーダーシップ研修 / leadership training)

• Sales training (営業研修 / sales training)

• Presentation training (プレゼンテーション研修 / presentation training)

• Executive coaching (エグゼクティブ・コーチング / executive coaching)

• DEI training (DEI研修 / diversity, equity & inclusion training)

These areas remain urgent even during uncertainty, and clients want providers with confidence, structure, and proof.

Mini-summary: Don’t chase “any” business—chase the right business that protects outcomes and reputation.

• Lead online sales with a credibility anchor, not a product pitch.

• Use a tight micro-case story to build confidence fast.

• Ask for permission to explore needs, then listen in silence.

• Prioritize good-fit clients to protect delivery quality and brand strength.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.