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?
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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. |
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Where Clarity Strengthens Your International Sales
October 21, 2008 by 
cindy
Clarity is vital in cross-cultural communication. It builds trust. Any lack of clarity in your communication can potentially cause those dreaded cultural blunders.
And clarity is also key in international sales. In addition to building trust, clarity makes the sale easier.
Why?
Because, when you bring clarity into your sales and marketing, your sales strategy becomes stronger.
Here are 7 areas where clarity strengthens your international sales.
Your Products And Services
Do your international clients understand what your product is and what it can do for them?
Clearly define products or services.
Your Ideal Foreign Client
Do you know who your ideal foreign client is?
Do you have a very clear picture of your foreign client’s demographic and psychographic profile?
Clearly identify your ideal client.
Your Sales Pitch
Do you know what it is about your product that interests your product foreign clients?
Adjust your sales pitch to clearly target your foreign prospect.
Your Sales Process
Do you know how your international clients want to be sold?
Are you approaching your international prospects in the right way to make a sale?
Outline a clear sales process for your international clients.
Your Marketing Message
Do you clearly communicate the value your foreign client will get from your product and services for your ideal client?
Is this the value he perceives? Or is it the value you perceive?
Make your marketing message clear for your international clients.
Your International Communication
Are your marketing and sales materials easy to read for your international audience?
Can you improve the clarity of your communication? Can you make it easier for your international readers?
Aim for clarity throughout all of your communication.
Your Offer
Do your international clients immediately understand your offer to them?
Do they know that you want their purchase? Have you answered all of their objections?
Give your international readers a clear call to action.
Work For Clarity
When you come across a clearly crafted sales strategy, it can appear to be easy to do. But in fact, to bring clarity throughout your international marketing and sales, you will need to work at it.
As you can see above, you need to have an intimate understanding of your ideal international clients. This takes time and effort on your part.
The good news is that this work is well worth your effort. An international sales strategy with clarity is one of your best investments for your international business development.
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