Tools To Build Trust

Why a systematic case study plan at time of sale is important to your international business development.

If you implement a systematic case study plan at the time of sale, you will get several case study elements. Some of your clients may not be willing to commit to a full case study. Not to worry. There are three variations of the case study.

1. The most sought after is the long format case study with the full story and results outlined. This can be used printed out or in PDF format online by your sales teams, on your website and even as a call to action.

2. A short story testimonial is a few short paragraphs long. It can be used in your monthly newsletter, your ezine, in a sidebar in your promotional material online and offline.

3. The shortest form is a quote. Some quotes can be as long a short story testimonial. The more specific the quote the better for you, highlighting the type of information you would have in a full length case study. Quotes are the most versatile benefit of having a systematic case study plan. These can be used to build your credibility in almost all of your international communication tools.

Remember to ask for permission to use your client’s full name, location and some contact details if possible. A quote without at least the name and location will lack credibility. Photos and audio testimonials are great to add as well and can add even more appeal to your online marketing.

And what happens if your international client says he is not interested in your case study program when you mention it to him at the time of sale? Or what if you forget to ask? Follow up at the appropriate time, when enough time has elapsed for him to evaluate your product and ask him another question.

Ask him for a referral. Does he know of any other companies in his country who could benefit form your product?

All of this dialogue with your international clients will be easy. It will create dynamic relationships with your clients. And you will learn more about your international markets.

Use this action-incentive tool in addition to the prospect-generating monthly international communication tools discussed last week as part of your International Business Development Strategy.

Case studies are the first of seven action-incentive tools. How can the other six action-incentive tools help your international business?

How have you adapted your international business strategy to multicultural markets?

More on Tools To Build Trust:

• Best Small Business Tool For Building Trust In International Clients
• Easy Small Business Strategy Strengthens International Client Relationships

Don’t miss…

• Trust In Cross-Cultural Communication
• The Secret Of Creating Trust On Your Website

More in these Get International Clients Business Guides

• Connect With Your International Markets
• Culture Customized Content
• Cultural Web Tools

Copyright Cindy King 2006-2010 - International Business Blog

Easy Small Business Strategy Strengthens International Client Relationships

Tools To Build Trust

What international business development tool is so powerful it calls your prospects and clients to action… and can demolish the biggest stumbling block of all in international business?

A Case Study

You see, telling a story is a very powerful communication tool. It speaks across cultures, across language levels. A case study is a story. The story of how one of your clients had a problem, how he chose your product as the solution, and the results he has had.

A case study often has more selling power to international prospects than any other promotional document because the case study tells the story of someone else resolving the same issue your client has.

If you have a success story with any foreign client it is a fantastic tool throughout all of your international markets and you should make a case study do describe that success. If the success story is with a client located in the country you are targeting it is even better. If you don’t have an international client case study but you do have local client case studies, don’t let that stop you. Your story will still have great pull because it still shows a problem and a solution.

The case study also has one enormous benefit often missed. In international business in a multicultural environment, the biggest barrier to your international sales is trust. The nature of a case study helps you get past the lack of trust and helps build your credibility. The Case study shows someone who has already succeeded because they trusted you.

This example alone should motivate small businesses to implement a systematic case study program. When you are at the moment of completing a sale, bring up the possibility of writing a case study with your client.

Don’t you already tell your client you are interested in hearing how he likes your product, and the results he gets? Well go one step further at the time of sale, tell him you have a case study program and would love to give his company the exposure if he is happy with your product. Make sure that you follow up at the appropriate time.

Think of creating a success story of each sales point on your products and services list, in each of your markets, by industry and by country. Just imagine the strength of your sales pitch if you have a case study for each client.

Your case studies will be of great use in your integrated marketing plan. It is the first of seven action incentive tools. How can the other six action-incentive tools help your international business?

How have you adapted your international business strategy to multicultural markets?

More on Tools To Build Trust:

• Best Small Business Tool For Building Trust In International Clients
• Easy Small Business Strategy Strengthens International Client Relationships

Don’t miss…

• Trust In Cross-Cultural Communication
• The Secret Of Creating Trust On Your Website

More in these Get International Clients Business Guides

• Connect With Your International Markets
• Culture Customized Content
• Cultural Web Tools

Copyright Cindy King 2006-2010 - International Business Blog

Best Small Business Tool For Building Trust In International Clients