Find clients and sell your products in the United States

Find clients and sell your products in the United States

Finding clients abroad is always a challenge, and business development in the United States is not different. You need the right contacts and once you reach the decision maker, you need the right sales pitch.

A lot of companies that want to enter the market in the United States do this with their general sales pitch. However, if you don’t know the local regulations, pricing levels and your competition’s product, sales meetings may be difficult to conclude successfully.

Business people in a meeting about international sales

How to sell your product or service in the United States?

The United States of America has a population of about 340 million. More than 80% of the population lives in cities, and that share is slowly rising. Income per capita is around 74,000 USD, and GDP per capita about 90,000 USD (2025). This is promising to sell your goods, but you’ll have to know where to start.

The United States (the US) has 50 states, five territories, and a federal district. The country is governed by the federal government, having fifty states and a federal district. The US is one of the world’s first constitutional republic countries, with a president elected every four years.

Economic structure of the United States

Being one of the largest economies in the world, the US has a significant influence on the global market. With a big consumption market, diverse culture, and a developed economic system, the US is a tempting destination for many international businesses. Diversity is characteristic of the US market.

Opportunities in the USA per region

New York

  • Consumer industries and real estate industries are at a benefit due to affluent, cosmopolitan consumers.
  • Financial capital of the world
  • Hub for media, social media, and innovation

California

  • Consumer industries and real estate industries would do good in this state with the same reason as in New York’s.
  • Logistics capital for US-Asia trade flows
  • Home for technology companies
  • Hub for start-ups
  • High tech manufacturing in the industries of aerospace, defence, match, and semiconductor equipment

Massachusetts

  • Life sciences capital of the world due to research and commercial clusters

Texas

  • Houston as the world’s capital of oil and gas industries.
  • Immigration of professional classes lead to:
  • Economic diversity
  • Opportunities for consumerism and real estate

North Dakota

  • Potential for oil and gas investments
  • Shale Boom
  • Primitive infrastructure that is very appealing to companies and real estate industries.

Washington

  • Home to Boeing
  • Hub for global aerospace
  • Home to tech giants

United States business culture and etiquette

The Americans have a strong emphasis on individuality. They value individual performance and personal competence. The work environment is open and informal; they welcome ideas and different opinions. However, the casualness of the work environment may appear to be rude and foreign to people from other cultures. Time is very important in the US. It is considered as a tangible asset which needs to be spent carefully. Wasting time will create a negative impression and Americans do not like any negativity in any form.

What are negotiation tactics in the USA?

  • You should always be punctual. Being late is considered as impolite and disrespectful.
  • The Americans strive to achieve the best results as soon as possible.
  • Deadlines should be strictly adhered to.
  • You should shake hands firmly and should not avoid eye contact.
  • Business cards are exchanged when you want to keep in touch with the person.
  • Negotiations are very deal-focused. You should try for mutually beneficial results.

 

Who actually decides?

Business development abroad fails more often on the wrong contact than on the wrong product. Decide first whether you sell to end users, to a procurement department or through a partner: each asks for a different pitch and a different price level.

Expect to adapt three things per market. The language of your materials, your proof — local references count for more than global ones — and your price positioning against the local alternatives.

Do you need help in the United States?

Our service providers are local specialists. They know the market, the regulations and the parties that matter, and they can support you with the steps on this page.

Ask a professional

Finding your first clients in the United States in three steps

Step 1

Define the target group

Describe the companies or consumers you want to reach, the budget they have and the problem you solve for them. Skip this and every later step costs more time.

Step 2

Build a list and approach

Collect 50 to 100 relevant companies, find the person who decides, and reach out in the local language by email, LinkedIn or telephone.

Step 3

Follow up and localise

Track what you hear back and sharpen the pitch on it. Add local proof: translated pages, references from the region and a local number or partner.

Business development in other countries

More about the United States