How to sell overseas markets

So, So You Think You Can Sell

Of the conversations I’ve had with smes about failing to go global, I hear these 3 arguments most commonly:

  1. We have been trying to export our products for long, but we couldn’t even do one. Our rival who opened last year has already started selling to 2 countries. Moreover, our product is better and cheaper. 
  2. While I can’t sell to the companies in the neighboring country, a lot of others from overseas can. I don’t understand how.
  3. (This one is my favourite) — I produce my product at my factory, but this broker [name] buys from me and exports to lots of countries.
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Export Marketing Strategy

How To Craft Your Export Marketing Strategy

You have done your research and identified target markets you can compete in and you are at the export marketing phase. Now you have big opportunities for your business’s growth and it’s time to figure out how to introduce your brand to those markets and penetrate in an effective and efficient way. 

Export marketing strategy is not export plan

Before starting to break down the export marketing, I want to be sure that you already know that export marketing strategy and export plan are not the same thing and that you’ve already done your export plan.

For those who may have missed the difference, let’s clarify it. Export plan is a holistic strategy that navigates you to go global. It helps you understand your capacity, capability and achieve your internationalization goals strategically. Export marketing is part of that plan and you cannot execute your marketing activities without an export plan.

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Market Entry Strategies
Photo by ThisIsEngineering from Pexels

5 Effective Market Entry Strategies Alternative To Direct Exporting

Most exporters have more than one target market for their products as people’s buying and consuming behaviors are identical. A Mexican, Turk, German, Indian and Indonesian eats bread, drives a car, watches TV, wears clothes etc. Besides basic needs, they differentiate in terms of geographical, cultural and economic factors. While one likes brown bread, the other likes pita; one likes a hybrid automobile, the other likes a pick-up.

Looking at the diversities of end-user consumption, the characteristics of local businesses are shaped by the influence of their own culture. After all, they are the people living in the same community.

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