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How To Be a Local Startup Agent

local startup agentAn expert platform member asked how to be a local startup agent for an out-of-country parent company they would like to represent.

Whether the parent company is out of town or out of country, the essence of your goal is the same.

Show them how you will bring them customers.

A specific estimate of customers. People who are identifiable: they have demographic and psychographic characteristics.

Get your plan written down. Present it to them.

Have this ready in slide and PDF form.

Approach this seriously, like a business plan. Get specifics. Numbers. Facts.

What the Home Company Is Looking for In A Local Startup Agent

What the parent company is looking for is this:

Do you have a plan? Are you credible? Can you be trusted to represent and manage their brand and long term interests, and do as good or better a job at it than they could themselves in your area?

So many people are dreamers. You'll stand out merely by having your plan written down, and taking the action of getting in front of them. Obviously this is effective positioning.

Think about it from their perspective. What would they like in a local rep? What level of sales would they expect? How would they like to see you reach the marketplace?

If a physical product is involved, how will you transport, store and deliver it? Are their border issues? Tariffs? Quarantine? How will you overcome these if so?

How To Demonstrate Your Ability to Be A Local Startup Agent

Show, not tell, what you're going to do in pictures, graphs, charts.

Make sure you have an Executive Summary up front, which is an overview of the most important information.

Every decision maker has room for a person who has a definite plan. Don't be worried about size. If you are a small organization, look at how you can partner with larger ones for infrastructure and expertise.

Business development in a startup is different from that of a mature organization. The founders and leaders of the parent company may be in the mature mindset: keep this in mind as you prepare your presentation for them. You may have to bridge that gap. Scott Pollack has an excellent article on the two points of view regarding business development that you can use in your understanding of how to be a local startup agent.

Your job, more than anything, is to demonstrate to these decision makers that you are trustworthy, reliable and can handle the long term interests of their brand in your playground.

>> Would you like help with your local startup agent plan? Find out if we're a fit. <<

Jason Kanigan

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