Tips to Improve B2B Sales in the Philippines
B2B sales in the Philippines are the leg up you need for a successful market entry in Southeast Asia. You might have a great product, a solid track record, and even a few local leads, but turning those opportunities into actual sales often feels harder than it should. Deals can stall without clear reasons, throwing a wrench into your business plans and expansion timeline. Communication can slow down, ghosting is common, and connections don’t always translate to conversions.
The truth is, improving B2B sales in the Philippines is about understanding what Filipino businesses want and how you can fulfill their needs. This article will go through reliable tips you can use to achieve that goal, including relationship-building, digital channels, and local insight.
1. Build Genuine Relationships Before Selling
Filipino businesses place a high value on personal trust and long-term relationships. Business negotiations rarely move forward without first building rapport. Meetings often start with small talk, about local news or shared experiences, before diving into business discussions.
For example, the now global fast food giant Jollibee started as a modest ice cream shop. Last year, they won Employee of the Year in the Philippines. This is due to their people-centered corporate culture, manifested by the slogan: “Choose Joy.” This distinctly Filipino custom extends to Jollibee’s partnerships with suppliers, franchises, and even small vendors.
Once you establish relationships rooted in trust, referrals will naturally pour in, too. In the Philippines, trust opens doors more effectively than cold calls ever could.
2. Localize Your Communication and Marketing Materials
A localized approach signals respect for the Filipino market. While English is widely used in business, adapting your communication style to reflect local values like politeness and humility can create a sense of relatability.
Marketing materials should also reflect local realities. For instance, using success stories or testimonials from Philippine companies can make your brand feel more grounded.
The Japanese tech firm, Sansan, Inc., successfully set up a development center in Cebu, not through a global marketing campaign, but by investing in visuals that show local industries and Filipino professionals using their solutions.
3. Offer Flexible Terms and Reliable Support
Price sensitivity remains a significant factor for B2B sales in the Philippines, especially for small and medium-sized enterprises (SMEs). However, flexibility and post-sale support can often outweigh price in determining a deal’s success. Offering customizable packages, extended payment terms, or after-sales assistance can strengthen your appeal to foreign companies.
An example of flexible services includes providing installment-based payment terms and a local service team that could handle technical support on-site.
4. Keep the Human Touch Alive in Digital Channels
Digital transformation is booming in the Philippines, especially after the pandemic. LinkedIn, Facebook, and industry-specific portals such as PHILEXPORT are widely used for B2B engagement. However, digital tools should complement, not replace, the personal connections that define Filipino business culture.
A good strategy combines both: using digital marketing to generate leads and personal outreach to close deals. Hosting webinars, joining local business forums, and attending trade shows like World Food Expo (WOFEX) can improve your brand presence while nurturing genuine relationships.
5. Partner with Local Experts and Consultants
Working with a local partner can significantly accelerate your market entry and B2B sales in the Philippines. Local consultants or market entry experts can provide insights into customer behavior, regulatory requirements, and even help bridge language gaps.
For instance, Double M, a market entry consultancy in the Philippines, has helped numerous foreign firms connect with reliable distributors, handle market positioning, and navigate the country’s complex compliance system. If you want faster sales conversions, you can’t go wrong with seeking expert opinion.
Improve B2B Sales in the Philippines with Double M
Improving B2B sales in the Philippines begins with taking a step back and evaluating your sales strategy thus far. In a new market, selling harder isn’t enough; you have to sell smarter. Sell the right things to the right people. Sell with credible local insight. By building authentic relationships, respecting Filipino business culture, and collaborating with trusted local partners, foreign companies can establish themselves as reliable. The result? Potential clients will trust your brand and are more likely to sign major contracts.Work with Double M to access our B2B matchmaking and sales support agency. Contact us now to see your sales soar in the Philippines.