New to Exporting

Ten Tips for International Trade*

Are you thinking of doing business internationally? Exporting your products overseas exposes you to a whole new world of customers.

Here are 10 tips for taking your business global.

  1. Take an Export Readiness Assessment.  Understanding whether your business is prepared to export or not is required.  There may be some business housekeeping you need to do before exporting is even a possibility.
  2. Start small.  Market research is essential to understanding the culture, business  practices, legal issues, competitors and consumers in the foreign market you’re trying to enter.  To begin, pinpoint one country that has a strong demand for your product,  well-established transportation methods and a good banking system. Unless you’re fluent  in another language, it’s easiest to start with an English-speaking country.
  3. Develop an Export Business Plan.  Just as you did when you started your business, this change of operations requires you to develop a strategic plan for your exporting business.
  4. Consider ecommerce.  If you want to sell direct to international consumers, online sales are  a simple place to start. Your website should welcome international customers and clearly  state which countries you ship to.
  5. Choose the right partners.  Depending on your goals, you may need agents, distributors,  bankers, freight forwarders, brokers and other strategic partners to export successfully. Do  your due diligence on each company and be sure you feel comfortable with the relationship  before proceeding.  Keep in regular communication with your overseas partners and nurture these relationships.  Give them the same attention you give U.S. vendors or distributors. Email has made international communication easier, but you’ll still need to talk by phone and visit in person from time to time.
  6. Ensure payment.  Your business bank’s international trade department can help you check  references for an overseas customer, choose the best payment methods and take the  appropriate steps to ensure you get paid.
  7. Be flexible.  You may need to adjust your products, services, marketing materials and sales  practices to fit local customs, preferences or regulations. Listen to your foreign partners’  suggestions and be ready to make changes as needed.
  8. Speak their language.  Although English is often touted as the international language of  business, there are still many potential customers who don’t speak English. Be sure your  advertising, sales and promotional materials are translated into the language/s that will  reach the most customers.
  9. Make a commitment.  Exporting offers great rewards, but only if you invest the appropriate  time, effort and resources in a long-term commitment. If you look at exporting as a backup  plan, focusing on overseas markets only when your U.S. sales slump, you are less likely to  succeed.
  10. Get help.  Experts such as those at your local Small Business Development Center can put your business on the road to international success by helping you with everything from financing to finding trade partners.
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*this page has been adapted from an article originally published by the Los Angeles Regional SBDC Network