The 10 international marketing mistakes
The best reason for the export of a product or service is to globalize its business and prosper in the new millennium. It can happen to you, but you probably will have to develop a new set of business attitudes and assumptions. If you want to succeed with export sales their efforts, then see for yourself if you're making mistakes the next decade the failure of global sales:
1. "I have all kinds of products to offer. "
Everything you need to know what my client wants. "A businessman interested in exporting parts east car told me he needed resources to provide a car, literally, the client wanted. He said: "This kind of thinking will not work. "He was surprised, but has remained:" You do not understand. My company works with hundreds of suppliers. We do bearings, we can get to you. "I said," I do not understand. Customers are not supposed to lead us. We are supposed to take customers! "This obviously was a big surprise for him, and maybe you too – but is the kind of thinking that is successful.
Approach and lead his client, who have never taken before. Ask them pray for their net benefit package or service ideas. Take where they knew they could not even go in terms of satisfaction, increased sales and profitability.
2. "My product has a very competitive price."
Customers in the Middle East and other countries of South Africa careful packing First, the quality and price is final. Set your priorities accordingly. Create a package design or service concept that speaks for itself, and the quality leaves no room for competitive comparison. From there is a question of detail to make a sale.
3. "This seems a good lead foreigners. Let's get real! "
He knew that a small company that sometimes receives international applications. They identified the importance of research by the style of the head of his company. Four brightly colored graphics received greater attention. Clearly designed stationery was literally thrown. You can imagine the consequences of these professionals will be impressed by hitting presentations at the expense of substance. They knew that the largest and most sophisticated companies extremely busy generally communicate on any piece of paper that has the time and generally do not use more than ten words. The glitz is out – do things are in.
4. "We will export our products / services to a group of overseas markets."
Wrong! Select a product / service and choose a market. Then stick to it. You put on your blinders mental distractions and ignore, to channel their energies and define the territory in which to play. It takes discipline to resist the approach Stop doing business and staying focused, but after some time the discipline has become automatic. Focus, focus, focus. Persist, persist, persist.
5. "I am very interested in exporting my products, but I will not change."
Must adapt its product to meet customer needs. Forcing a customer to buy what you have with little or no willingness on your part to make improvements is not insensitive, but downright hostile. Marketing has come a long way since the days of Henry Ford, who said: "The customer can have a car painted any do what color you want, as he is black. "
6. We will meet the client's interest, then wait several weeks for a follow-up .
Put yourself in the shoes of the customer. Would you like to be treated this way? Service provides satisfaction and satisfaction brings orders test followed by repeat orders. Nothing less than immediate and consistent service waste your time – and your potential client!
7. 'I know my product or service works well here in India, while I am sure he will go abroad. "
The fact that your product or service is needed here in India for failing to indicate somehow that will be welcomed in a foreign country. You should always check with your potential client online amoxil is (without letting the examine free) or a local foreign consulate to see if they can help determine if your service is logical that the host countries.
8. "I can not afford a trip to visit my customers. Besides, I do not know about me."
You can not afford not to fail to meet amoxil cheap potential clients, because without such person-to-face, there will be business.Offcourse not have to travel to overseas countries until het associated with at least one importer / buyer in the respective countries. Once you have been associated with the customer, ask if you can visit and whether it would be good enough to help you on your first visit. You'll be surprised how many people are very friendly, and how eagerly welcome the opportunity to visit his native land! Customers matter – I can not repeat often. The personal meeting is the best way demonstrate their professional commitment.
9. "We appointed an exclusive agent, but got no sales."
When exporting a product is a wise practice to ask a dealer what the first year expected sales. Then have your first order of 20% of the expected volume, prepaid, which allows the opportunity to have exclusivity. You should expect the balance of turnover should be sorted for the rest of the year (preferably on a quarterly basis) with each call the minimum size of the first. This allows you to monitor and exercise proper control of dealer sales.
10. "When our domestic sales slipping, then we must work hard for sales abroad. "
Going Global is a compromise – something that is not working one day and forget about the other. It is an investment in the future of your business that deserves constant attention regardless of what you do at the national level. If you have patience and perseverance, your chances of success are excellent.
If you're open to changes in the way of thinking about marketing in general, you have already made a good start. Now you are ready to succeed in export markets.
About the Author
Azaz Motiwala is a marketing consultant and CMD of
IKON Marketing
Consultants India, a leading marketing consultancy company assisting
corporate companies and SMEs with expert advices and solutions on various areas
of marketing. http://www.ikonmarket.com
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