Is The Expense Of Foreign Travel Stopping You From Getting International Clients?

International Business Development

Some businesses never establish an active international business development strategy because they think they will need face to face meetings with their prospects before any international sales come through.

It’s true; in the past some sales people reacted to an international customer inquiry by immediately scheduling a meeting, and then hopping on a plane.

Yes, face to face sales negotiations are important in establishing real client relationships.

In many cultures and in some industries it is the only way you can do business.

But times have changed a lot.

E-business is leaving traces of new negotiation practices all over the world. Even in cultures with strong face to face negotiation practices.

There are now many industries across a variety of cultures where international sales negotiations can take place without any foreign travel. And in many cases, business negotiations can take place with less foreign travel than in the past.

All companies worldwide are sensitive to economic competitiveness. Internet and good international telecommunication practices are affecting traditional cultural business negotiation habits in many countries.

Brick and mortar businesses are finding more and more instances where they can make international sales without travel. Prospects are more willing to do at least part of the sales negotiations by phone, by email, and by teleconference.

There will always be times when you will need to meet your prospects in person. But in today’s marketplace most businesses should not consider international travel a necessity for international sales.

At the very least, there is often a greater cultural acceptance of better foreign meeting planning.

Coordinating mutual travel schedules to coincide at industry events, for example, cuts costs and saves time for both parties.

Sales companies use yearly road trips combined with a regular communication strategy to keep costs down. You can do more through various telecommunications than you expect.

Don’t automatically assume that you need to travel to get international clients. And if you do feel your business needs foreign travel, improve your cross cultural communication skills to optimize the various communication channels available. Your foreign travel budget will drop drastically.

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