There are many potential twists and turns to global business development. Getting on the right path, from the beginning, is essential if you want to be a successful exporter! There are two ways to start your international business development: as a “Random” exporter or as a “Focused” exporter.
A random exporter takes whatever he/she can get! No plan exists for their international business development. They randomly contact potential clients in “whatever” country and accept and or fill ad-hoc client-country requests. This exporting has high costs (time, resources and learning curve). There is no surety as to whether the country and or client profile is of long-term potential. All the efforts for export compliance, country-specific packaging and developing the foreign client relationship could potentially be for only a one time sale or a short sales lifespan, and this possibility cuts deeply into profit margins. Such “fixed” costs in international trade development seem insignificant; however, they affect the bottom line and resource allocation in a real way. Random exporting sooner or later becomes a start-stop path. Don’t grow that way!
A Focused exporter has a strategy and knows the specific countries and buyer personas he/she wants to attain. The countries chosen are selected with a unique “customized” methodology. The import targeted nations are the absolute best fit based on specific detailed criteria. These countries are pre-qualified based on their appropriateness to the company, product-service offered. The lead generation process for such an exporter is evident and organized. A focused exporter’s sales team is qualified, trained and able to handle the difficulties inherent in international business transactions and development. These types of exporters know where they are going and why. They have a global trade map that will get them there!
Become a focused exporter today; achieve your international trade goals and become a successful global player.