Many companies are trying to fail internationally but they can’t, they keep doing the wrong things over and over again. Don’t be fooled, this isn’t an easy task, it’s an ART! Here’s my Number One tip in order to avoid such a situation and make sure you win at losing your international client or prospect:
Following my previous article titled ‘advantages and disadvantages of having a sales agent to address international markets’, I have been asked to provide additional info and develop my point and address the steps in hiring sales agents. Finding the right local agent is a very challenging and risky mission. The reason is basically because our
This is exactly how consumers in emerging countries think. Unlike developed markets, emerging markets are mainly driven by middle and lower class consumers that want to control their spending as they go. As an example, consumers rather pay 1$ per day on communications than subscribe to a 20$ monthly plan even if they end up
Many small enterprises find it difficult to address international markets and the main reasons are usually money, limited resources, lack of know-how and poor brand recognition. However, what it’s sees or considered a weakness can actually turn out to be the best advantage for these companies to succeed abroad. Here are 3 characteristics of small
Telecommunications operators are under pressure and vendors while approaching operators, need to recognize these challenges to position themselves and help them achieve their objectives. Network service providers can choose to either optimize the traditional access business or search for new sources of revenue. In practice, we witness that often companies pursue a mixture of these two
Help your customers understand their problem, show them how you can help them solve ‘buy on emotion’, make sure they understand that you and you alone can help them; at this point, emotions kick in. Only then will they move from being convinced by you and your solution to buying from you.
– Understanding business culture This is the most important prerequisite to doing business in the region. Knowing the business and overall culture will help entrepreneurs: Avoid embarrassment for either themselves or their clients Understand if their products are suited for the market Understand how business should be done (stakeholders, regulations, pre-requisites, partnerships,…) – Finding the
Advantages • Local presence and expertise • Control your sales strategy • A cheaper option than having a distributor Disadvantages • No control on the direct relationship with your client • Dependence on the agent for a specific market or client • Legal issues If done properly, having a sales agent can be the best option
Beaucoup de petites entreprises ont du mal à s’adresser aux marchés internationaux et les principales raisons sont généralement les ressources humaines et matérielles limitées, le manque de savoir-faire et l’absence de notoriété. Cependant, ce qui est perçu ou considéré comme une faiblesse peut en fait s’avérer être un atout pour permettre à ces entreprises de