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When Not To Look For International Sales

Cindy King — Mon, 15 Dec 2008 23:00:53 +0000

International Sales Strategy

This week I have had several questions from solo entrepreneurs and very small businesses on how to build their international business.

Well that is not quite right.

These people do not have an international business. They just want international clients.

Obviously they had not thought things through. They are just looking for quick and easy ways out of a slow economy.

And this can be an excellent idea for many businesses… after they do a bit more work.

First, let me show you the two categories of requests that came in this last few weeks.

The Hopeless

These are the people who ask for miracle solutions to get international business.

“I have this wonderful shoe and want to sell it to many different countries. Can you please sell it for me?”
“I want to sell all sorts of products abroad. I have a warehouse. What do you want to sell for me?”
“My company sells widget services. What business sectors are best to sell this to?”

I get the impression that these people just woke up one morning and decided to “start an international business”. They have no real business project.

Do they inspire confidence?

No.

Is there any way to help them?

No.

And there is a reason.

They are still at the vague idea phase. And it is their idea. International clients appear to be the way out for them.

Outcome: Nothing.

Not until there is a real business plan.

And this takes some work and international market research.

The next danger is falling into the next category.

The Hopefuls

The next category of questions is slightly different. These small businesses seem to have some sort of business structure. But their questions show that they are not living in reality.

These companies are usually only interested in paying commissions on sales.

So they want to find someone who will:

Take their idea
Do all of the international research for their idea
Take on the entire risk of wasting their time on someone else’s idea
Accept to get paid only on commission

As I have mentioned before, it seemed like they were looking for a McDonalds type service.

A fast food place they could just drop by at the last minute, order some international sales, maybe place a side order and leave just as quickly as they came.

Is this feasible?

No.

The people with these skills do not need to work with this type of company.

Outcome: Nothing.

Not until there is a real business plan that can work in today’s world.

Cross-cultural marketing takes time. And it also takes work. A lot of work. And this means you cannot get good work for free or at fast food prices.

The Mistakes

One of the first tasks on the International Sales Road Map is to identify what type of international business activity you have.

A very common mistake is to think you have an international business, and need services like mine, when you barely have an export business.

Another common mistake is using marketing tactics that do not fit your type of international business.

And another common mistake is not taking the time to think about your international clients and determining where your offer fits in with their needs.

When you get any of these wrong, everything you do is a waste of your time.

When To Look For International Sales

You need to have a good vision of your reality. And this starts with knowing what business you are in.

This is personal work.
Only you can do it.

So the solution is always in your hands. It means you have to get up and take action.

Stop looking for fast food solutions and get to work.

Stuck?

Keep taking action… this time to stimulate your own creativity.
Talk to people. Find the right people. Ask questions. Find the right questions.

And then…

Take the actions you need to discover your international business.

Your own approach to business is key in difficult economies.

Get rid of limiting habits, beliefs, assumption and perceptions
Become personally responsible
Strive to acquire a good vision of business reality around you
Do the work you need to do

Of course you will have an even harder time selling ice to Eskimos in a down economy. A little business intelligence is needed.

But even if you lack business intelligence, the right approach, and consistent baby steps, will show you what you need to do.

The trouble is that this often involves you doing more work, taking more action…

…action of all sorts.

Will you do it?

Or will you just shoot off emails in the wrong directions and be happy with your efforts.

You should only look for international sales when you are ready.

You can find an easy process to help you through this personal work on Get International Clients. It is the International Sales Road Map. And there is also a free international business Action Guide you can subscribe to.

In addition, in response to these questions, this month I have been adding in research resources for this initial stage in international business development. Be sure to check out on the Get International Clients website.

Get International Clients – Business Guides On Sales

Different Countries = Different Rules

Cindy King — Tue, 25 Mar 2008 09:19:09 +0000

Cross-Cultural Differences

I am often surprised by some questions and rants some readers have with regards to doing international business. There is not one established world legislation ruling above every country’s import and export legislation or all international finance.

Legislation Evolved Differently In Different Countries

The world is made of different countries with different rules, regulations and laws. Within each country the rules, regulations and laws for that country apply. Your country’s legislation does not apply to any other country. Another country’s legislation does not apply to your country. Different countries have different rules.

When you first begin an international business you may be surprised at how much the different rules in different countries can effect your business.

Here is an illustration everyone should understand. Disposal of nuclear waste is a business. The companies in this business have to comply with the legislation in any country the nuclear waste is transiting through. It is easy to understand that you wouldn’t want a nuclear waste truck to break down in front of your local primary school. But some countries have stricter rules regulating the transport of nuclear waste than others… or different rules.

Different rules evolved because in different countries there are different habits, different ways of life. Countries have different histories, they developed differently. We can safely assume that from their point of view their rules, regulations and laws are better suited to their country than yours are. And that these rules, regulations and laws may well be different, or approached differently, or interpreted differently, or carried out differently.

Here are two things an international business needs to do.

International Agreements

Check for any international agreements that concern your international business.

Although international agreements do work most of the time in making life easier for international businesses, they are not always straightforward and you would still be advised to seek appropriate legal advice.

Here is the problem:

Sometimes countries interpret these agreements differently.
Sometimes countries have different ways of operating or doing things, so agreements many not be so straight forward to implement.
Some countries do not sign certain international agreements.

This is why you need to check, and double check what these international agreements mean for your business. Be sure to use more than one source of information. Here is one useful resource I found:

World Trade Organization – Regional Trade Agreements – Or RTAs, help promote trade in certain areas.

Research International Legislation

If you want to sell your product to an international market you need to do some industry research. You will need to check the rules and regulations in all countries concerned. Get as much information as you can from the relevant sources. And keep all of the contact details so that you know who to contact quickly in case you need expert answers quickly.

This research to learn more about the different rules and regulations in your foreign market is more important than you may think. Of course, it helps you to set up your international business the right way. But this research also helps you to deepen your understanding of your international clients.

Theses different rules are there because the culture is different. When you understand the reasons behind these differences, you have a stronger competitive advantage.

Check out the other useful International Business Resources – I add to this list as I find other links that could be of interest to you. Please let me know if you have any others to add to this list.

Do Your Preparation

Although this may seem complicated, remember, it is your responsibility to know the rules, whether they are your rules, or the rules that apply to your foreign market. You must ensure you comply with your own country’s import/export and international trade legislation, as well as that of all other countries concerned.

When you dig a bit deeper and try to understand the reason behind these different rules, you may stumble across the key to a deeper knowledge of this different culture. On a personal level, this new-found understanding improves your cross-cultural skills. On a business level, you can use this to develop your international business.

What different rules and legislation have effected your international business?
When have you learned more about a different culture by understanding the differences in their legislation?
Why is it difficult to understand the different rules in different countries?