Why Should You Want International Clients?
September 26, 2008 by 
cindy
Quick answers to…
Your Frequently Asked Questions
This is part of a series to answer the questions readers leave on my blog and business directory.
If you have a question you would like to have answered, related to international business development, cross-cultural marketing or international sales communication, simply leave a comment here below and I will get back to you.
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?
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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? |
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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? |
More From Cindy
Interested in reading more on my personal opinions and experiences with cultural communication and international sales?
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Read the whole story
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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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The Two Key Objectives For International Market Research
August 12, 2008 by cindy
Your international business development relies on thorough market research. International market research has two key objectives.
You need to address both of these objectives when you develop and implement your market research strategy.
Rationalize Risk
You need to have good knowledge of each specific country you reach. Good international market research will provide you with enough accurate statistics to help you rationalize your business risks.
You will also use this information in your international viability assessment. Before investing time and money into your international business expansion you should have some idea as to the viability of your efforts.
Of course you will not be able to cut out all risk completely. There is always the risk of surprise factors in international business.
Good market research will give you enough information to feel comfortable with the level of risk.
I personally have always aimed for at least being 80% sure of success. The satisfactory level for the level of risk will depend on many different factors. The more experience you have in international business development the easier it is to evaluate and appreciate.
The important point here is you need to give yourself enough information to evaluate your risk.
Get To Know Your Future International Clients
Most people think market research is learning about the market. In international market research you need to become familiar with the people. Not the market.
Why is this critical?
Simply because you will get to know your foreign market much better. Your international marketing is aimed at people. People in different countries are different. There is a good chance they will respond to your product or service in a different way to your regular domestic clients.
How can you expect your international marketing to effectively bring in clients if you are not marketing to them in the right way for them?
The important point here is to always concentrate on understanding the people, the person, your international client.
The Challenge For International Success
When you first start to develop your business in a new country, you can get bogged down in getting used to different procedures. There is a danger of abandoning your international market research.
This is the challenge. Your international market research gets you started. It also keeps your international expansion going.
You need to set up a simple process for your international market research and keep at it, without stopping.
- This is how you will develop your business through the different stages of international business.
- This is also how you will be able to spot new business opportunities, or know when to revise your business strategy.
The International Sales Road Map in the Get International Business Guides is an easy process. It is great for businesses with limited manpower and budgets to spend on their first international business development plan.
The International Sales Road Map incorporates all of the key actions for international business success, including international market research. The important key is to keep in action. International business success depends on small steps taken consistently and repeatedly until you gain the market knowledge and market presence to move onto the next phase.
• International Market Research - just updated
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Cross Cultural Web Tools For Countries With Low Uncertainty Avoidance Cultural Behaviors
August 5, 2008 by cindy
Last updated 16 August 2008
• Guide To Cultural Web Tools
There are 5 different scales of cultural behavioral traits.
- High Individualism versus High Collectivism Behavior
- Uncertainty Avoidance versus Low Uncertainty Avoidance Behavior
- High Power Distance versus Low Power Distance Behavior
- High Masculinity versus High Femininity Behavior
- High Context versus Low Context Behavior
Important: Read the Basic Guidelines For Using Cross Cultural Communication Web Tools before implementing any of these web tools.
Today we are only going to look at the web tools for the low end of the uncertainty avoidance behaviors. This is part of the high versus low uncertainty avoidance behavior scale.
Traits Of Cultures Low In Uncertainty Avoidance
Some cultures are described as being low on a scale of uncertainty avoidance and are compared to cultures at the other end of the scale with a high score in uncertainty avoidance traits.
The cultures low in uncertainty avoidance show:
- More willingness for risk taking
- More openness towards ambiguity
- A tendency towards the use of less structure in their lives
This is in comparison to cultures with a high score in uncertainty avoidance behavior traits.
Cross Cultural Web Tools For Low Uncertainty Avoidance Cultures
This one is easy. You do not need to do anything in particular.
There are no specific web tools for cultures with low uncertainty avoidance behavior traits.
This means that you do not need to emphasize any web tools for this behavioral trait.
You simply concentrate on the web tools recommended in the other cultural behavior traits.
There is lots more on the different cultural behaviors in the June issues of the Get International Clients Weekly Newsletter. Sign up quickly for more tips and ideas for getting more out of your international marketing.
Important Notice
Basic Guidelines For Using This Web Tool
If you have not read the Basic Guidelines For Using Cross Cultural Communication Web Tools as mentioned in the very beginning of this article, please do so before implementing any of these web tools.
You need to look at the whole picture of all five cultural behaviors before tweaking how you use the specific web tools outlined here.
Use these cross cultural web tools to inspire you to improve your web communication with your international clients.
• Web Tools For Cultural Communication
• Business Guide 8 - Improve Your International Business Development Plan
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