How to Sell Like an American: Embracing Boldness in Marketing
Marketing strategies in Europe and the United States have historically followed different approaches. While both regions are home to incredible innovation, the cultural and strategic differences in marketing practices and how to sell are clear. Subsequently, European companies can learn from the bold, story-driven marketing style that has propelled many American brands to success.
How to sell: A Cautious Approach vs. Bold Vision in Marketing
Alexander Oswald, President of the Austrian Marketing Association, who brings over 30 years of marketing experience—including a decade spent at Nokia during its peak—points out that marketing in Europe tends to be more cautious. European companies often prioritize data, facts, and scientific approaches in their marketing strategies. While this data-driven style has its benefits, it can lead to a reluctance to take risks and to avoid bold, visionary marketing tactics. As a result, European companies sometimes struggle to connect emotionally with consumers and deliver impactful messages.
In contrast, American marketing is defined by confidence and boldness. American companies are known for selling not just products, but stories, dreams, and ideas. This “bold vision” approach sets American marketing apart. Instead of focusing solely on technical details, American marketers prioritize creating emotional connections with their audiences. They focus on the possibilities, the future, and the experience of using their product or service.
This difference is evident when comparing brands like Apple to many European counterparts. Apple doesn’t just sell a phone—they sell an experience, a lifestyle, a transformation. They create a sense of belonging to something innovative and powerful. While European brands often excel in technical quality, they sometimes struggle to create that same emotional resonance with their customers.
The Power of Storytelling in Marketing
One of the areas where European companies can learn from the American approach is storytelling. American marketing often revolves around creating a compelling narrative that captivates audiences emotionally. It’s not just about presenting facts or product features; it’s about making consumers feel something. This is where European marketing can improve.
In the past, many European brands relied on straightforward, fact-based marketing. They would focus on details—such as product capabilities, comparisons to competitors, and market fit. While these aspects are important, they don’t always capture the imagination of consumers.
On the other hand, American marketers excel at creating emotional stories. Whether it’s the thrill of innovation, the promise of improvement, or the sense of belonging to something greater, American brands tap into emotions that resonate deeply with their audience. By focusing on the “why” rather than just the “what,” American companies succeed in building passionate customer bases, not just transactions.
How European Companies Can Improve Their Marketing
To compete on a global scale, European companies need to embrace a shift toward more bold, visionary marketing strategies. Instead of focusing solely on product features and specifications, they should prioritize the experience their products or services offer. By highlighting the emotional benefits of their offerings, European brands can create stronger consumer connections and foster long-lasting relationships.
A critical part of this transformation is adopting a more customer-centric approach. European companies need to think from the consumer’s perspective: What problem is being solved? What emotional need is being met? How can the brand inspire and engage the audience?
A Call to Action for European Marketers
In today’s competitive global market, it’s essential for European companies to evolve their marketing strategies. It’s not enough to just promote product features or focus on technical correctness. Companies must craft compelling stories that resonate emotionally with their customers.
By adopting a bolder, more visionary marketing strategy—one that emphasizes storytelling and emotional engagement—European companies can unlock new growth opportunities. The key is to shift from merely selling products to selling experiences, dreams, and possibilities.
As we’ve seen with American brands, successful marketing is not just about presenting facts. It’s about creating a story that captures the imagination and makes consumers feel part of something bigger. European companies that embrace this mindset shift will position themselves for greater success—leading with vision, passion, and emotional connection, rather than simply following data and numbers.
To learn more about how European marketing can evolve and how storytelling plays a key role in this transformation, listen to our latest podcast episode with Alexander Oswald, where we dive deeper into these topics.
