In the age of international digital business is resurfacing with an enthralling force. Although it’s not a new trend, it’s one that’s been going on for some time; however, with the hurdles to new markets being lowered every year, a lot of businesses, as well as top salespeople, are starting to recognize more opportunities than ever before.
Are you actually prepared to sell internationally, or is it just a dream? Here are seven important questions to consider before dialing codes for countries:
1. Are you able to create a service or service that is able to be sold, shipped, and promoted across boundaries?
If your product does not work or doesn’t work in other places, you’re likely to be having a difficult time creating orders. It’s a basic issue, but it’s actually important to make sure you are certain before you invest too much time into the process of selling.
2. Can your target market afford it?
Be sure you have buyers who are able to afford what you’re offering, along with any shipping fees and taxes that may be applicable. It’s a simple thing to do. However, many salespeople make a mistake in not taking into consideration these concerns.
3. Are you able to handle an extended selling process?
One of the main differences between selling internationally and locally is the level of patience typically needed. I’ve seen orders that should have been settled in lunch during lunch in North America be negotiated for months abroad. Make sure you are able to handle these kinds of delays, and the commission payment will be worth it – prior to you even begin.
4. Do you have the ability to deal with the prejudices of others?
In all likelihood, you’ll be dealing with clients who feel discriminated against towards Americans. A portion of this is clearly political, but there isn’t a complete absence of prejudice. Due to our typically (or possibly stereotyped) open-minded personality, Americans tend to have more powerful sales teams, as do our counterparts from other countries. This may cause the impression often expressed that we’re overly aggressive or capitalist. It’s not an issue. However, you’ll need to be able to deal with it if you plan to market in different countries.
5. Do you have the personnel or equipment that can work late times?
Wherever your prospective customer lives, the person will need to conduct business at local time, not in the midnight hours. This means that you’ll have to make calls and adjust or send proposals other follow-ups when other people in your life are eating breakfast or dinner.
6. What will it cost you in any other sales?
The process of closing a large order within Europe as well as South America sounds like a good time, and it could result in a significant commission. However, based on the length of travel you’ll need, will you be able to make additional sales? Are you able to divert your focus away from accounts that could have brought additional orders? Consider all the implications of booking a long flight.
7. Do you have international or local lawyers on staff?
It’s cliché, but it’s crucial local laws and customs can be difficult to navigate and are often. In certain parts of the world, contracts are less valuable than napkins. Know the terms before you get involved.
Of obviously, these aren’t the sole concerns you’ll have when selling to international customers. However, if you’re required to say “no” to one or more of these questions, think about whether you’re prepared to accept accounts from different countries. Selling to customers in various locations – or cashing checks from other currencies is always appealing; however, it could be more trouble than it’s worth.
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