DACH TACTICS #4: Too many services = no sale

Each week, I’ll send you 3 real tactics that actually help you break into Germany, Austria, and Switzerland.
Not vague “localize your pitch” advice, but buyer psychology, tested outreach moves, and what no one tells you unless they’ve been in the room.

Here’s what to expect in every edition:
✅ 3 tactical insights
✅ 3 upcoming events
✅ 1 tool, strategy, or cultural edge to help you sell smarter

Let’s get started.

1️⃣ In Germany, broad offers don’t feel flexible, they feel risky.

You’re pitching a list of services: branding, dev, strategy, PR, growth, design.
You’re hoping they’ll pick what they need.

They’re thinking: “If you do all that, what are you actually good at?”

What to do instead:
– Show one clear, structured offer
– Name your client type and outcome
– Include deliverables, timeline, and price
– Use language like “program,” “framework,” or “method”

Pro tip: If your offer can’t be explained in one line, it’s not ready for the German market.

2️⃣ In Austria, a vague portfolio signals inexperience.

You’re offering “flexibility,” “tailored packages,” “adaptable services.”
They’re reading: “You don’t know what I need, and you’re hoping I’ll figure it out for you.”

What to do instead:
– Create 1–2 clearly packaged options
– Recommend the best fit confidently
– Include context: “Clients like you usually go with…”

Pro tip: Austrians respect calm certainty. Say: “If I were in your role, I’d go with X.” It builds trust fast.

3️⃣ In Switzerland, variety equals audit complexity.

You’re sharing multiple options, pricing models, delivery styles.
They’re wondering: “How would I even explain this to procurement?”

What to do instead:
– Segment your offers into clean tiers
– Add documentation: onboarding, SoW, pricing
– Show you’ve thought about internal approvals

Pro tip: Swiss buyers don’t say no, they just go quiet if your offer doesn’t feel safe or ready.

🇩🇪 DMEXCO – Digital Marketing Exposition & Conference (Cologne, Germany)
📅 September 17–18, 2025
Europe’s leading digital marketing & tech expo. If you're in MarTech, AI, or SaaS, this is where partnerships are made.
👉 dmexco.com

🇦🇹 ICAIEME – International Conference on Artificial Intelligence, Energy and Manufacturing Engineering (Salzburg, Austria)
📅 August 20th, 2025
Austrian precision meets global ambition.
If you're playing at the intersection of AI, sustainability, and smart manufacturing, this is where serious minds connect.
👉 conferenceindex.org

🇨🇭 OLMA – Schweizer Messe für Landwirtschaft & Ernährung (St. Gallen, Switzerland)
📅 October 9th–19th, 2025
Switzerland’s largest public fair for agriculture, food, rural innovation, and machinery—boasting ~340 000 visitors and 620+ exhibitors.
If your product touches food-tech, agri-machinery, process automation, or sustainable supply chains, this is prime time for brand exposure and B2B connections.
👉 olma-messen.ch