In previous articles on CindyKing.biz I looked at how different cultures have different expectations.
Where Expectations Can Be Different
Different cultural expectations can crop up in many different areas when dealing with international clients:
- General business process
- The information you need to give them
- The time they need this information
- The way they want this information delivered
- How price is given
- Who should speak to them
- Where you should communicate to make the sale
- When it is appropriate to discuss the sale
When you look at the list above, it is easy to understand how these differences in expectations can severely slow down your international sales cycles even in the best of situations.
There are many situations where your client’s expectations can be different from your own. It is very easy to not fully address the needs of your international clients.
So what can you do?
Verify You Are On The Same Track
When you are just beginning international sales you need to establish the different stage where you need to get confirmation from your international client that you are fulfilling his expectations.
The easiest way to do this is to make sure you are of the same understanding. As you get confirmation you can also evaluate and confirm whether you are meeting his expectations.
Now, this does not mean you should ask your international client whether you both understand the same thing from each sentence. This would quickly become annoying.
Identify Your Sales Process
Think about your sales process strategically.
- What are the logical steps in your sales process?
- What are the objectives for each of these steps?
- What do you need to know from your client?
- What does your client need to know at each of these steps?
- Both from your point of view and from his point of view?
Create An International Sales Guide
Once you have a very clear picture of each of these steps you will know when you need to ensure confirmation from your international clients.
There is an added bonus with synchronizing your sales process with your questions to confirm you are meeting your clients expectations:
- The next logical step is to create a country specific International Sales Guide
Many companies use Sales Guides, Sales Battle Cards or Sales Cheat Sheets. This is an effective tool for your sales team.
A Sales Guide is:
- Usually a very short document, it can even be on a single page.
- Gives your sales team all of the best sales arguments for each of your products and by market.
- Provides the main differences, good points and bad points, between your products and the competition… and also gives the best way to approach them.
An International Sales Guide is a valuable tool for your international business development.
- It gives you a tool to use as you adapt your marketing and sales to your new international markets.
- You can use the process of creating your International Sales Guide as a part of your international business accountability process.
- A well developed International Sales Guide gives your company a tool that brings everyone on board in using the best international sales tactics for your business.
If you need help in establishing your International Sales Guide email me at cindy@cindyking.biz
More From Cindy
Interested in reading more on my personal opinions and experiences on how to connect with international markets?
My Blog On Copywriting For International Markets – CindyKing.biz
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Read The Whole Story
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This is part of the Core Business Guide 7
Run Your International Sales Strategy Be sure to check out the other elements you need to run your international sales strategy |
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