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

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.

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2.9

What Is The Biggest Barrier In Cross-Cultural Negotiations

Quick answers to…

Today’s question is:

What is the biggest barrier in cross-cultural negotiations?

Without a doubt the biggest barrier in cross-cultural negotiations is:

• our own mindset

We all tend to think any barriers in cross-cultural communication and negotiation is due to something beyond ourselves.

But we all forget that we all come to the cross-cultural negotiation table with our own cultural prejudices.

To put it in other words…

We automatically assume our way of thinking, our way of doing things, is the only way or the “right” way.

So, when you first start in cross-cultural negotiations, your own mindset will be your biggest risk in cultural blunders.

You need to put aside your own ideas, thoughts and opinions in your cross-cultural communication.

This takes a little practice…

Simply because these little ideas, thoughts and opinions have a habit of wanting to find their own way back.

You need to make a conscious effort to communicate with people from other cultures on a “prejudice-free” environment.

I have a little technique I use that has always worked well for me.

When I am communicating with someone from a different culture than mine, I imagine myself turning 90 degrees from my waist up to meet them.

It is as if I keep my full cultural profile out of their view and that is where my own cultural prejudices stay.

And that 90 degree turn is the one where I greet people politely.

I imagine myself in this position until the encounter is over.  Some people say “put your best face first”.  I guess I took that literally.

With practice this becomes easy and natural to do.

• If you can adapt your own mindset to receive cross-cultural communication without any of your own filters,
• If you are interested in understanding the other person,
• If you interact appropriately with the other person,

Then your communication will be successful 95% of the time.

Read More On Cross-Cultural Negotiation

Cross-Cultural Negotiation Guide • Would you like an easy guide to keep you away from the big first time blunders? You will find this and more, here.

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.

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2.9

How To Get Your Computer To Read Foreign Characters

Quick answers to…

Today’s question is:

How can you get your computer to read non-Latin foreign language characters?

Sometimes it is the smallest of things that get us stumped in international business development.

This is understandable.  It is often the first time you have to do so many unfamiliar things.

Are Foreign Languages Stumping Your International Business Expansion?

If this is your first time targeting a foreign country, expect small hurdles to pop up unexpectedly.

Internet lets us do a lot of online research.  And as you dig further into your international research, you will want to research in foreign languages.

Some people are surprised when they first try to read certain foreign languages on their computer screens.

If this is the first time looking at non-Latin characters on your computer you will probably not be able to read anything.

Latin characters are the abc alphabet.

People refer to different “character sets” and this is sometimes abbreviated to “char sets”.

Don’t worry…

This is just a small technical hurdle.  It is easy enough to fix.

Different Character Sets In Foreign Languages

When you research a country with a different alphabet or “character set”, or a non-Latin based language, you might not be able to get anywhere.

The problem is often closer to home than you realize.

• Your own computer settings.

You simply need to set the parameters on your own computer to “read” these different languages.

Using Your Keyboard To Type Different Characters

But before you jump in to correct your computer settings to read different character sets, let’s think this through a little.

• What happens when you get beyond this initial stage of reading non-Latin languages on your computer?

You might want to “write” a page or two for your own website.

• How can you write in a a different character set on your computer, with your current keyboard?

Your first attempts might give your readers a series of “?”, “/” and “-”s.

• Do you need to write something in this language and want everyone else to see it clearly?

Set Your Computer For Foreign Communication

When you go in to change your computer settings to read different character sets…

why don’t you also take a couple of minutes to make the changes to write in different character sets as well.

You simply need to make a few easy adjustments to your computer settings.

Before making the changes, ask yourself if you need to enable your computer to:

• Read and view different character sets?
• Put up pages on your own website that will look good to all of your readers?

You can follow easy how-to instructions here:

• How To Set Your Computer To Read Foreign Languages

More Useful Resources To Get International Clients

Key International Resources Find more information here to help you expand your business into foreign markets

Free Translation Tools Are you facing language barriers? Dive into international market research using free translation tools

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2.5

How Do You Create An International Marketing Blog?

Quick answers to…

Today’s question is:

What are the first steps in creating an international marketing blog?

This is an interesting question that came in last week.

Before creating a business blog for international audiences, be sure to thoroughly do your groundwork.  This will get you on the right track from the start.

Identify Your International Business

There are two things you have to determine right from the start.

You need to identify which kind of international business your company is able to do at present.  You need to know why you want to create an international marketing blog. Read more here:

• The 7 Traditional Paths To International Business Development

You then need to clearly identify which type of marketing you will be using. Again read this to help you clarify your direction:

• 5 Traditional Marketing Steps To Become An International Business

Identify Your Audience

Once you know where your business lies, you then need to research your target market’s needs.

You need to determine whether

• You write one blog to target one broad international audience, or
• You use cross cultural marketing skills to target one specific country and culture at a time.

The Right Communication Platform

A blog is a great business marketing tool in many countries.

But it may not work well in the country you are targeting.

Have a look at the different Cultural Web Tools in the link below.  These web tools are categorized by different cultural behaviors.

Is a blog an appropriate vehicle in your target market?

Easy With The Right Ground Work

The answers to these questions gives you the information you need to identify the right answers to your next set of questions:

• Which language you should use
• How often you need to write
• Who should write the blog
• What to write about
• How to inspire interaction

Pimp Your International Marketing Blog

Guide To Cultural Web Tools • How can you tweak your web site to improve your cross-cultural communication?Lots of tools here.

Read The Whole Story

This is part of the Get International Clients Business Guide 4 Build Your International Marketing Strategy Be sure to check out the other useful tips to build your international marketing strategy

And this is also part of the Get International Clients Business Guide 2 Plan Your International Sales Road Map Be sure to check out the other useful tips to plan your international sales.

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:

3.6 (1 person)

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

Finding Foreign Search Engines

Quick answers to…

Today’s question is:

Where can I find a list of the top foreign search engines for each country I am targeting?

As usual, Google is a good place to start.

When you search for “leading international search engines” you find:

• The Search Engine Colossus

This website gives you all you need to get started.

I think this question actually highlights the barriers we can put up all by ourselves.

The internet is a everyone’s communication tool.  It is easy to find factual information for all cultures online.  And this question is about facts.

International business is different from what we are used to in our domestic markets. The good business skills you already have to operate in your domestic market will help you in your international markets.

Don’t remain stuck…

Both Google and the telephone will get you over just about any hurdle you come across.

Getting back to your question…

Use the Search Engine Colossus to look up the leading search engines for each of the countries you are targeting. Select as many of search engines as you need to cover a large percentage of your market.

Many international search engines actually use Google’s search algorithms. But not all of them. In some countries, the leading search engines have nothing to do with Google.

Now…

Even if the foreign search engines use Google’s search algorithms you will probably still get better results if you actually register your website with the local country search engines.

At least… this definitely used to be the case.

But Google is improving its international searches.  There may be a time in the future when you will not necessarily find any extra benefit from taking the time for foreign submissions.

Even if it is useful to do so today.

If you are actively targeting a specific country, take the time to look up the leading search engines.

Here is what you need to:

• Register your website with the foreign search engine
• Get your website spidered by the foreign search engine
• Get your website associated with your foreign keywords

For each country you are targeting. The submission process may be different.

You need to put in the appropriate information in the forms. Don’t worry, it is not complicated…

But, do not simply have anyone in your company fill out the forms. Be sure to have your web marketing person involved.

It is a good idea to do a preliminary research to note the details required and then think about how you want to fill them in.  For example, to decide who your key contact person should be.

Some countries require you to have at least one page on your website in their foreign language. You will need to do this before filling in the submission form.  So take a few minutes to review the process.

A little time spent registering your website with foreign search engines increases your international visibility.

Read More On Search Engine Submissions

Foreign Search Engine Guide • How easy is it to set up an international website? Read about your international communication platform options.

More To Plan Your International Business Development

Guide 2 - Plan Your International Sales Road Map

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3.2

How Can I Get Information On My Foreign Markets?

Quick answers to…

Today’s question is:

How can I get information on my market in different countries?

Use the same guerrilla tactics you could use in your domestic market.

Identify relevant:

• Websites
• Blogs
• Online forums
• Magazines
• Books
• Trade shows
• Events

Don’t forget to use the free online translation tools to help you in your market research.

Aim for places where you can pick up people’s opinions. Listen to what is said in your foreign market. Facts and figures can easily be misleading if you are interpreting them from a different cultural vantage.

Your international market research will go slower than in your domestic market. This is the one difference you will find. But don’t try to speed this up. This process will give you the time to adapt your own mindset.

I strongly advise mixing your online research with some research by phone. Call appropriate people who live in your foreign market.

Aim for more feedback from real people than online research data.  This human touch will give you a valuable insights on where to look next.

Above all else, keep active in your research.  Keep at it. Even if you make one phone call a day, or every couple of days.

The key is to cross reference your research.

Some call this multi-dimensional research. You need to hear from people with different viewpoints on your market. This gives you a much better understanding. It also eliminates any cross-cultural misunderstandings.

Read More About International Market Research

International Market Research Guide International market research is easy, find out more here.

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2.5

How Can I Prepare For My First Cross-Cultural Negotiation?

Quick answers to…

Today’s question is:

What advice can you give me to prepare for my first cross cultural negotiation?

Of course, it is important to go into your negotiation with the right mindset.

• Open your own cultural responses up to meet another culture.

But do not be so focused on the cross-cultural aspect of your negotiation so much that you forget your basic preparation.

Like all negotiations, preparation is important.

You need to know exactly:

• Where you stand in your negotiation process,
• What your aims are,
• What exactly is on the table,
• …and what is not.

Prior preparation can also be critical if there are any cross-cultural communication differences.

When you know the extent to which you can negotiate and are fully prepared, you will be able to pace yourself if there are any differences.

So, how do you prepare for your first cross-cultural negotiation?

You need to prepare both the broad outlines and key details.

Most people remember to prepare for the key details. After all, these are important to the negotiation process.  You know what details you need.

You should also ask yourself if there are other details that might be important from another cultural perspective. But don’t get too caught up in this.  Blunders do not usually happen due to lack of preparation here.

They can happen if you forget to prepare..

Your broad outlines too.

This is where your own natural assumptions might lead you to miss something.

Here are a few questions to brainstorm:

• Why are you there in the first place?
• What is the one thing you want to get out of this negotiation?
• What are your limits?

Knowing your limits and the broad outlines will help you to navigate any cultural differences more effectively should you find that you are not on the same boat.

Winging it rarely works in cross-cultural negotiations. You must stay focused. Your basic preparation is essential.

With regards to other cross-cultural aspect, a few key questions to the right person prior to your meeting is all you need before the meeting.

You will also be interested in reading what to do during your meeting:

• Your Guideline For Successful First Time Cross Cultural Negotiations In Any Culture

This is part of the…

Cross-Cultural Negotiation Business Guide

Cross-Cultural Negotiation Guide • Would you like an easy guide to keep you away from the big first time blunders? You will find this and more, here.

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.

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3.2

How Fast Can You Internationalize A Website

Quick answers to…

Today’s question is:

How fast can you internationalize a website?

First, the short answer: It depends on two things:

• The extent to which you want to and can internationalize your website.
• How culturally specific your website is today.

Now, the long answer.

Let’s clarify a key point.

• What is an internationalized website?

On Get International Clients, I refer to two different types of websites:

• An International Website
• An Internationalized Website

Have a look at those links if you do not understand the difference.

Time To Go International

So, how fast can adapt your website for an international audience?

For an Internationalized Website, using your existing website, there are two options:

1 - A Few Days

It can take as little as a couple of days to have a small website “edited” to stop pushing away international visitors.

This involves:

• Smoothing over any strong culture-specific areas, and only when there are a few of them
• Reviewing content for clarity and consistency - simplifying the experience for everyone, domestic and international audiences alike

2 - A Few Weeks

It can take several weeks to do a comparative analysis between your domestic market and one primary foreign culture.

This involves:

• All of the steps above
• Identifying the appropriate cultural web tools and touches you can make
• Testing results on both your domestic website and your foreign markets
• Ongoing testing and tracking process as you develop your new markets

For an International Website -

Several Weeks To Several Months

It can take several weeks, and much longer, to create an International Website.

This involves:

• Creating a website, in some cases, from scratch

And, of course, the time you need depends on the:

• Complexity of the website you need
• Level of international business intelligence you have
• Scope of your project
• Place you start

However, given that most companies use their International Websites to develop the website templates they will use for planned Localized Websites, you also need to plan for additional strategy on how to create what will be your first international template.  This involves extra coordination between all of the team involved.

Read More On Website Internationalization

Website Internationalization Guide • How easy is it to set up an international website?Read about your international communication platform options.

More To Plan Your International Business Development

Guide 2 - Plan Your International Sales Road Map

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3.2

What Is An International Website

Quick answers to…

Today’s question is:

What is an international website?

An International Website is slightly different to an Internationalized Website.

An International Website can be considered as a precursor to a Global Website.

Its communication is targeted to one unique international audience. One website for every country in the world.

An international website can also be a Regional Website, targeting a specific group of countries, if the regional message is more international than specific to that region.

Disadvantages

Targeting one broad range of countries limits your marketing effectiveness.

To get the best results you need to target your communication directly to each and every culture you sell to. This means several different websites. One localized website for each country you sell to.

Advantages

An international website is useful in the interim period before you know where to create your localized websites.

You can start international marketing efforts here, and plan for more localized websites as you get enough international business intelligence to do so.

And you can get international business intelligence using marketing tactics easily from your International Website.  In fact, this will probably be the main reason for setting up your International Website.

Another key advantage of an International Website is that you will “practice” and perfect many different aspects of doing international business online:

• Your website templates
• Your international communication
• The need for a company and industry specific glossary
• Online procedures covering all aspects of your business

This is a good choice for:

• Non-native English speaking companies
• Companies that know they want to expand to Localized Websites or country-specific sub domains.  These country specific sub domains or sub-categories can be attached to the International Website.

Again, you need to move from your International Website towards more culture and country specific communication for best international results.

• Sub-categories or sub domains on your International Website
• Country specific Localized Websites

Read More On Website Internationalization

Website Internationalization Guide • How easy is it to set up an international website?Read about your international communication platform options.

More To Plan Your International Business Development

Guide 2 - Plan Your International Sales Road Map

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3.2

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