Do you already have a few international clients? One of the easiest ways get more international sales is to ask questions.
This is the simplest way to learn more about your new foreign markets.
What You Can Find Out
Ask your international clients to learn more about:
- Why they bought from you?
- Why they like your product?
- What problems do they have?
- What have they already tried to solve their problems?
- How did they came to your product?
- What else will they be buying?
- How do they evaluate your product?
- With what criteria do they evaluate your product?
- How will they use your product?
- When will they use your product?
- What outcome are they looking for?
You will probably add more questions to this list. The key here is not so much in the list of questions.
There are some questions on this list that will be critical for your international sales and marketing strategies.
But it is how you use this list that is really important. The questions on this list will help you begin a conversation, but where will your conversation take you?
Identify The Immediate Questions
Let’s take a closer look at the last question: What outcome are they looking for?
Your prospect or client may be at a different stage in his buying cycle.
Buying cycles can be different for different markets. They can also be shorter or longer.
So you do want to make sure you identify the right questions you must answer today.
When you open a sales conversation and ask questions you need to find out:
- What does your client want from this conversation?
- How can you help him now?
- What does he want to know today that will help him in his buying cycle?
Your sales conversation begins when you answer these questions for your international client. So you need to find the right questions to ask.
Also, remember, if you have marketing information online, you also need to find out what your prospect already knows. You need to know what he has seen before diving into your sales cycle.
Most of your international clients will not mind if you are new to international sales. The difference is in your choice of questions. They will notice whether you are trying to understand their problems and sincerely want to help them.
Questions Can Show You Opportunities
Cross-cultural differences can make it difficult to find out what your prospects wants, or needs, an answer to.
This happens to me often with clients from cultures where indirect communication is predominant. And it usually takes a few extra steps to find out the question I need to answer.
Consistent effort helps you to dig up the real problems your international clients are faced with. And this can help you discover your real international business opportunities.
When you have a few international clients it is worth this extra effort in finding the right questions to answer. This is how you can learn about different markets.
Even when clients come to you accidentally, you can use these clients to dig up more international opportunities.
What do you think? Please leave your thoughts and comments below.
Photos from Shutterstock.
Filed under: international sales skills
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