Do You Have An International Market?

Readers often ask me for my opinion on whether they have an international market or not.

The short answer is that no matter what anyone thinks, you are the only one that can find the answer that question.

Here are a few guidelines to help you:

Elimination

First eliminate the obvious restrictions on international trade.

• Lethal products have restrictions

But do not automatically exclude international sales.

• It is usually not viable to sell fresh baked bread to foreign country, but a bakery would easily sell information products to international clients

This step requires a minimum level of common sense and some basic research.

Research Possibilities

Next, research some possibilities.This is a wide sweeping exercise.

• What do you have to sell?

International sales implies international clients.  And this means that you have something to sell to them.

• What would other people in other countries be willing to buy from you?

This is a tricky question, because you may not know what expertise or products you have that interest people in other countries.

When in doubt:

• Get on the phone and ask questions
• Research
• Test your idea

Test Your Idea

The best way for you to know whether you have an international market is to carry out a small test.  Rub elbows with your foreign clients.

The type of test you run depends on your business.

Ideally you need to get direct feedback from your international clients on your products.

If this is not possible you may decide to approach professionals that import similar products and get feedback at this level.

The Actions You Take Will Give You The Answer

There are many examples where people succeed in selling products into foreign markets, and there are also examples where people fail.  This is understandably why people are cautious.

The truth is that only your actions will tell you whether you nave an international market.   As you take action there are a few variables:

• Your product
• The country you are selling to
• Your timing

And there are also many other variables within each of these.

Test your idea on a small scale, and you will learn how to manoeuvre these variables in selling to international markets, whether you start off with an excellent product match or not.

More From Cindy

Interested in reading more on my personal opinions and experiences with cultural communication and international sales?

CindyKing.biz on cross-cultural communication

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This is part of the Get International Clients Business Guide 1 Discover Your International Business Be sure to check out the other useful tips to discover your international business.

Need Help?

Need instructions?

• Instructions on how to use Your International Sales Road Map

Need to see where this fits in?

• A complete list of current Core Business Guides & Sub Guides for Your International Sales Road Map.

Still confused? Review your answers in the first Core Business Guide

• Core Business Guide 1 - Discover Your International Business

Simply click on one of the 8 different color coded boxes immediately below to access other core business guides.

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Your International Mindset

Successful international business development is a question of mindset. Yes, there are also many other key components too. Such as:

• Identifying the right product to sell abroad
• Choosing the right market
• How you position your product in that new market
• The marketing you use
• Your communication
• How you adjust to your new market needs

Your mindset influences each of these steps. And your international success depends on your mindset

Your International Mindset

Your international mindset is the foundation on which you can build your international business development.  Your mindset fuels the actions you take.

This is why the right international mindset takes you farther.  It has a direct impact on your international success.

When you begin the process of acquiring an international mindset you will make progress.

How To Adjust Your Mindset

And, when you first start to develop international markets most people need to adjust their mindset.  You need to open your mindset to:

• Curiosity
• Flexibility
• Change
• Different logic and thought processes
• Different ways of doing things
• A quest of understanding
• Put aside your own personal prejudices long enough to see “reality” from another culture’s perspective.

This last one is often the most difficult. And this is why it usually takes a little time to acquire an international mindset.

Not Easy For Everyone

Another interesting thing to factor into your international business development…

Different people can struggle differently with adjusting their mindset.  And even if they come from the same culture.

1. Some people will do this so naturally that it is almost unnoticeable. This is a question of personality, upbringing, environment.  A general openness to personal change.
2. Most people will experience a shift in mindset as they start taking action.  They respond and learn as their world touches a different world, a different culture.
3. And there are some people that will resist a change in mindset… This is also a question of personality, upbringing, environment, culture and a general rigidity to personal change.  These people will usually blame others for their lack of success.  Or they might think that their reality is everyone’s reality too.  If they are lucky, they will later wonder why they are not making any progress, and they might progress to make the shift in mindset.

I often notice how the different cultural behavior scales seem to influence the speed and capacity of acquiring an international mindset.

Looking at these scales has a certain appeal.

But, remember, cultural generalizations can lead you down the wrong path.

The process of international business development can be put on paper.  It is a strategy.  It is actionable.  It is easy to put in place once you know what to do.

What can be more difficult than this?  The difficulty is in:

• Acquiring an international mindset.

Mindsets Are Challenged Today

But international businesses today have their mindsets challenged on several fronts. Let’s look at some examples.

First…

A marketing mindset is required for online success.  The technically minded web professionals need to acquire a marketing mindset for success.  There is no way around it.

Second…

The social web is a new mindset.  There are those that are active in social media who do not get it and they stick out like a sore thumb.  When new comers take the time to identify the right mindset, and adopt it, they become successful in social media.

Adapt To Different Environments

So how do you adapt your mindset?

It comes down to:

• Get to know the different environments you interact with.
• Understand the people in these environments.
• Understand the conversation going on in these environments.
• Adjust your own conversation and style of communication to fit in with this new environment.

And this involves your personal conversation.  Your personal communication in this environment.

That is why it is difficult to adjust your mindset.  It requires an openness and a personal commitment to change.

Mindset In Business

Following a set of actions and going through a process is easier for a business than adjusting individual mindsets.

And why does a business need to question the mindset of the people involved in their international business development?

Because if you do not have the right mindset, you cannot develop a strategy that works.  Your whole international business development strategy could:

• Take you longer
• Cost you more
• Or be wrong

International Business System Develops Your Mindset Too

This is why I developed the 8-step International Sales Road Map here on Get International Clients.  It is designed to help you acquire the right international mindset while taking action to get more international clients.

• Get International Clients is a business directory with how-to and strategy articles that feed your international mindset.
• The Get International Clients weekly newsletter is an International Sales Action Guide that also helps you acquire your international mindset.

This 8-Step International Sales Road Map is for businesses committed to:

• International business expansion
• Real communication with foreign markets
• The use of international web marketing
• International business opportunities

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Why Should You Want International Clients?

Quick answers to…

Today’s question is:

Why should you want international clients?

This was an interesting question that came up several times recently.

There are those who are totally driven by the idea of creating a worldwide company. And then there are others who need reasons.

I’ll only give you one observation here.

It often appears to me that companies only really appreciate the value of international clients when the going gets very tough in their domestic markets.

This is something I have experienced first hand on several occasions, within different companies.  The classic scenario I have noted is:

International sales were needed to make a product range profitable. Until then international sales were considered icing on the cake.

A product unexpectedly lost money on domestic sales and it was the international sales profits that saved the day.

This gave everyone time to respond and make better decisions.

But there is one big hitch…

• International sales can only really save you from a bad domestic economy if you have the international sales structure and international business intelligence already in place.

Most people think of the prestigious aspect to be able to identify themselves with an international company.

But the real value is in learning how your products are used and appreciated in other cultures. This knowledge and skill also helps you to get better at what you do best back home.

Different cultures will always have a different take on your products and services. If you fully understand this for all of the different countries you sell to, you can actually improve your own sales pitch, your sales processes and strategies in all of the countries you sell to.

It’s not only the extra clients and money you can get for your business. It’s also about what the extra markets out there can teach you about your business.

And yes, once you have acquired these stronger business skills, you are more capable of identifying additional international business opportunities you would not see otherwise.

International business spreads your risk out across a broader base and it helps you improve your business skills for your domestic market.

Need More Inspiration?

Guide 6 - Analyze Your International Viability • Do you want to know your chances of success?• Do you want to know how to improve your chances of international success? Read about how to create a viability analysis to keep your international business on track for success.

Guide 7 - Run With Your International Sales Strategy • Do you need help setting up your international sales strategy? • Do you want to know what to say to your foreign prospects to get the sale? Read about how to create your international sales strategy.

More From Cindy

Interested in reading more on my personal opinions and experiences with cultural communication and international sales?

CindyKing.biz on cross-cultural communication

Read the whole story

This is part of the Get International Clients Business Guide 1 Discover Your International Business Be sure to check out the other useful tips to discover your international business.

Need Help?

Need instructions?

• Instructions on how to use Your International Sales Road Map

Need to see where this fits in?

• A complete list of current Core Business Guides & Sub Guides for Your International Sales Road Map.

Still confused? Review your answers in the first Core Business Guide

• Core Business Guide 1 - Discover Your International Business

Simply click on one of the 8 different color coded boxes immediately below to access other core business guides.

Rate this:

3.2

First New Products For International Markets

If this is your first foray into international business development, you might wonder whether you should develop a new product.

Do you feel there is no international market potential for your current products?

Remember, your first priority is to get to know your specific foreign markets.

When you understand your foreign markets you will be in a better position to know how to sell to them. You will know what they want.

Only then should you think about heavy investments in creating a new product.

It is easier to start with one product, and learn how to adapt it to different cultures.

Instead of starting with a product you should do something else first. In fact you need to answer two questions.

First sit back and review your current expertise.

• What is your current expertise? What do you know how to do well?

This expertise is probably also valuable outside of your current marketplace.

The next appropriate question to ask is:

• How does your foreign market what to receive your expertise?

Answer this question and you will have a good idea what sort of product to sell to that market. You will also know how to craft the best offer you can to develop each of your international markets.

But it is not always easy to figure out how your foreign markets want to receive your expertise. It requires in the field market research.

This is why you should look at first selling:

• What you already have
• Or an easy to create information product to leverage the advantages of the web

With the direct sales experience in different specific foreign markets you will be able to make better decisions before incurring any real expenses.

It is best to leave creating brand new products specifically targeted to international markets for when you have gained enough market knowledge.

Please have another look at the 5 basic steps in international marketing.

And, if I have not dissuaded you, and you are still tempted to develop a new product, here are a few guidelines to start with:

• Don’t reinvent the wheel.
• Don’t try to make products that others are already making very well.
• Focus on what you do best.
• Outsource everything else.

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Read This Before You Choose Your First Product To Sell Abroad

Are you still wondering what product to sell abroad?  Does it seem like a critical choice to make?

Businesses just starting to develop international markets often spend considerable time wondering what they should sell abroad.

There is more than one way to get stuck while choosing which product to sell.

I regularly meet business owners who do not think they have an international business potential.  Simply because they cannot see which of their products they could sell abroad.

And yet after a few minutes discussion I can identify an expertise others in different countries would like to have access to.  After that, it is just a question of packaging that expertise in a way a foreign market wants to receive it.

Don’t get stuck in choosing the perfect product the first time you sell abroad.

An excessive focus on trying to find the right product to sell in a foreign country is often a waste of time.  Well, this is often the case if you do not have any specific, first hand, foreign market knowledge.

Rather than focusing too much on how to choose the right product to sell first, there is a better strategy.

Trends In Change

First there are two important observations to make:

1. International business development almost always implies adapting some part of your business process.  It can also involve changes in several areas: product, packaging, delivery, sales pitch.
2. International product development for products sold on the web, no longer follow traditional product development processes.  The process is more fast paced and usually involves several business functions all at once: marketing, manufacturing, finance, engineering, distribution.

Ready For Change

There is one important thread to notice here:

• You must be prepared for change.

Changing and adapting to new markets is the key element for your success, especially in the beginning or your international business development.  This is where you should spend a little time.

Businesses just starting out into new foreign markets should not spend too long agonizing about what to sell.

At this stage, the question of what to sell is often not as critical as how you are going to learn how to sell to different cultures.

The real challenge is to:

• Be ready for change
• Be flexible
• Learn how to see differences in market needs
• Learn how to understand your foreign market
• Adapt your business processes where necessary

Your Foreign Customer Gives You The Key

The reason why you need to be ready for change is because your foreign customer is different from the customers you are used to in your home country.

Your products need to appeal to your foreign customers.

Different cultures have different buying triggers.  There are also several other different factors that come into play: language, cultural environment, habits, religion.

How can you know what appeals to your foreign customers before you get to know them?

This is why you will probably need to learn how to adapt some aspects of your products or how you do business.

If you become successful, the first product you sell abroad will not be your last one.

To become successful at international business you need to learn how to adapt to doing business in different cultures.  Concentrate on this.

Spend some time getting your team ready to participate quickly if and when needed.  Your first steps into international markets requires action, and reaction.

Final Thoughts On Choosing Your First Product

And, how should you decide which product to sell abroad first?

I hope this article has taken the edge off of your actual choice in product.

Of course, you should give some consideration into what product to sell abroad first.  There may be a few obvious misfits you should avoid.

But you develop your international talents by adapting what needs to be adapted to different cultures.

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Start With One Product

One of the first stumbling block many businesses face once they decide to develop their business internationally is thinking they need to sell all of their current products abroad.

You can, of course, sell your full range of products abroad through your current location. This is more an Export Marketing approach.

To fully develop each of your international markets you need to start an International Marketing approach.

If you still have questions here, please have a look at the 5 different stages of international marketing.

International business development requires change and adaptation. Adapting several products to one foreign market at the same time can be difficult. It may even be misleading.

It is best to prioritize which products you want to market to foreign clients.

There are several ways to choose which product to start with:

• The product that brings you the biggest return on investment.
• The easiest product to develop
• The cheapest product to develop
• The product with the best foreign market potential

For most businesses the way how you choose your first product is not of vital importance.

What is important is choosing one product and taking this one product to individual countries one at a time.

This is how you will learn the skills you need to become an international company.

Read the whole story

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Brainstorming Questions For International Product Development

Do you need to establish how a baseline for your international product?   Understanding clearly how you currently operate will help you to identify possible changes you may need to make once you get feedback from your foreign markets.

Here is a list of brainstorming questions to help you with your international product development.

Brainstorm these questions in-house as a team effort.

• What makes your product better to manufacture?
• What is easy about manufacturing your product?
• What does your market think about your product?
• What are the physical benefits of your product?
• How can you improve your product?
• How reliable is your product?
• Is there anything less reliable in your product?
• Is your product easy to maintain?
• How will you service your product for foreign customers?
• How will you respond to international complaints?
• Are customers happy with your product?
• Are prospects interested in your product?
• How can you create good publicity for your product?
• What is the best way to market your product?
• What is the key selling point for your product in a specific foreign market?
• How does your primary selling point differ in your international markets?

There are no good and bad answers to any of these questions.

In fact, it does not even matter if you do not have all the answers to these questions.

What is important is to keep these questions in mind.  You will need to answer them as you progress through the process of your international business development or the 8 steps of the International Sales Road Map.

Answers to these questions are the basic information you need during the process of choosing, reviewing, and adapting your product for international markets.

You may think of more specific questions to ask about your particular product or service.  Add these on to this list and review them again regularly.

Answer these questions as best you can now.

Have a look at them again when you have completed all 8 steps.

• Do you see any other questions your business needs to add to this list?
• Are there any changes to your answers with what you now know about your international markets?

Read the whole story

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Guide 1 - Discover Your International Business

Last updated 6 November 2008.

In This Core Business Guide 1:

Frequently Asked Questions

• Why Should You Want International Clients?
• Do You Have An International Market?

Step 1 - Where Is Your International Business?

• 7 Traditional Paths To International Business Development

Step 2 - Identify Your Current Marketing

• 5 Marketing Steps To International Marketing

Step 3 - Find What To Sell

• Find What To Sell
• Different Consumer Habits In Different Cultures
• First New Products For International Markets
• Read This Before You Choose Your First Product To Sell Abroad
• Start With One Product
• Target Your Global Market With An Understanding Of Their Demographics
• When Digital Products Open International Markets
• First Brainstorming Questions To Determine What To Sell Abroad

Step 4 - Choose Where To Sell

• Why Selling To Everyone Is Too Expensive

Step 5 - International Success Basics At A Glance

• Business Guide - International Business Success Basics
• Your International Mindset

Bonus For Action Guide Subscribers
More From Cindy
Next Step
Need Help?

Frequently Asked Questions

Would you like to develop your international business?
Are you a beginner at international sales and marketing?

Then, read this Business Guide first. There are two important questions you must answer before you can find the right mix for your international marketing.

After finding the right international marketing mix for your business you can then learn how cross-cultural marketing tools can help you bring in more sales.

International Business Development is no longer limited to companies which can afford to set up overseas offices. But there is one hitch. You still need to use an international marketing strategy suited to your business.

Why Should You Want International Clients? Are still wondering whether you should develop your business abroad? Then, read this Frequently Asked Question.

Do You Have An International Market? Are unsure about your international market? Then, read this Frequently Asked Question.

Choose your foreign market

Where Is Your International Business?

International web marketing is great tool for international business business development.   But this is also where it is foolish to forget to review some traditional international business basics.

You need to identify your current position as an international business in order to identify the most effective steps you need to take to develop your international markets further.

Please read carefully through the first two steps below. This is the first place most small businesses fail. And it is also the source of most problems further down the road.

These two steps will help you to define where your international business is right now.  You will also be able to identify your next logical step towards getting more international clients.

Get this wrong and you could jeopardize your chances of successful international results. You may even have unrealistic expectations which could waste your time and money.

The first rule in international business development is to take it one step at a time… starting from your first step from where you are now.

7 Traditional Paths To International Business Development How do you go from a domestic company to an international company? How does your current international business effect your marketing strategies? Businesses normally go through distinct development phases as they become an international business. It is usually best to stay within this path.

Choose your communication

Identify Your Current Marketing

5 Traditional Marketing Steps To Become An International Business What type of international marketing suits your current business? Before creating your international marketing plan you need to identify your business needs. This list of the traditional marketing steps businesses progress through will help you to understand where you are and the steps you need to go through to fully develop your international business.

Choose your product

Find What To Sell

After the exercises above, you should now be ready to begin the process of finding what you want to sell abroad and where to sell it.

These articles will help you to choose the products you want to sell to international clients and where to start selling them.

The first question is often what you should sell. Some companies do not know if there is a market for their products.

Different Consumer Habits In Different Cultures • Do you already know if your product cannot be sold in every market? • Will it be difficult to sell your products abroad? • How should you evaluate different consumer habits? Read more about how different consumer habits can help you choose your product.

First New Products For International Markets • Are you tempted to create a new product for your new international markets? • Are you wondering if you need to create a new product? • Do you want to know whether you should create a new product for your foreign clients? Find out what you need to know here.

Read This Before You Choose Your First Product To Sell Abroad • Are you still hesitating to decide what to sell abroad? • Do you need some help rationalizing your decision? • What do you need to know about deciding which product to sell? Read more here.

Start With One Product • Do you think you need to sell all of your products abroad? • Are you at a loss what to sell to your foreign markets? • Find out how choosing one product can help you get started. Read further here.

Target Your Global Market With An Understanding Of Their Demographics • Do you know if your foreign clients want your product? • How can you find out if your product will appeal to your international clients? • How can you find out more about your international clients? Read how understanding your foreign markets can help you sell your products abroad.

When Digital Products Open International Markets

When Digital Products Open International Markets • Are you stuck on deciding which product to sell abroad? • Would you like an easy solution to stimulate international market research? Find out how digital products can help you here.

First Brainstorming Questions To Determine What To Sell Abroad • Do you need help deciding what to sell abroad? • How important is the choice of your first product to sell abroad? • This is an easy step if this is the first time through the 8 steps of the International Sales Road Map. Find inspiration here.

Choose your country

Choose Where To Sell

The second question is often where you want to sell your products.  In which foreign countries?  In which order?  Is there a priority?

Why Selling To Everyone Is Too Expensive • Do you know where you should sell your products and services? Read this before you decide to sell your product without choosing one specific country first

Get off to a good start

International Success Basics At A Glance

International Business Success Basics • Do you feel at a loss with regards to dealing with international business? This guide gives you the background information you need right from the start.

Your International Mindset • Why is your international mindset key to your international success? • How do you acquire an international mindset? Read more… especially if this is your first time around the 8-step International Sales Road Map..

Bonus For Action Guide Subscribers

Free Mind Map - What is Culture?

This is a password protected bonus for Get International Clients Action Guide subscribers.

All subscribers get weekly emails with tips on brainstorming questions, actions steps, and troubleshooting suggestions in this Action Guide.  In addition, subscribers get free access to bonus reports, mind maps and fact sheets.

Not yet subscribed to the weekly Action Guide?  Then, sign up here to get your free bonuses.

What Is Culture? Remember, this is for Action Guide subscribers only. You will need the password in your weekly email to access this bonus.

More From Cindy

Interested in reading more on my personal opinions and experiences on how to connect with international markets?

CindyKing.biz International Business Development

Next Step

Plan Your International Sales Road Map Your next step is to review the next Business Guide in this series: Guide 2 - Plan Your International Sales Road Map The International Sales Road Map gives you a simple step-by-step process to run through once, and then repeat as you progress in your international business expansion. The International Sales Road Map shows you how and when to implement the other Get International Clients Business Guides.

Reasons Why You Should Implement An International Sales Road Map

- Coming soon most international web marketing plans forget to add international marketing and cross-cultural marketing strategies.

Need Help?

Need instructions?

• Instructions on how to use Your International Sales Road Map

Need to see where this fits in?

• A complete list of current Core Business Guides & Sub Guides for Your International Sales Road Map.

Still confused? Review your answers in the first Core Business Guide

• Core Business Guide 1 - Discover Your International Business

Simply click on one of the 8 different color coded boxes immediately below to access other core business guides.

Rate this:

3.2

The 7 Traditional Paths To International Business Development

So you want to make your business international?

Traditionally there are 7 different options open to you. Each path has advantages and disadvantages.

Businesses just starting their business development abroad will need to study these options very carefully.

Online businesses starting to develop a regular international client base will also find it very interesting to look at the traditional business development strategies. You never know where your international internet business can lead you.

Here are your international business expansion options. Read more