Things are changing and it impacts businesses and habits. It’s maybe the time to look elsewhere. But do not initiate an export process to escape the problems you would have locally. This is the worst approach. You would only change the nature of the problems and make them worse. Your desire to export must really be accompanied by a unique value for your future clients.
If such a case, congratulation ! Your business is ready to expand globally.
The good news is that your international activities will bring you everything you’re dreaming of :
- Discovering new knowledge, methods and skills in your sector.
- Going where you want, discovering new places, people and enlightening journeys.
- The ability to increase the cash and profitability of your business.
- Accept projects, contracts that seem more stimulating than those in your mainland.
- The chance to expand your business portfolio with new relationships, sometimes in new sectors.
- The satisfaction of seeing the birth, structure and growth of an export team and a new philosophy in the company.
So why SME don’t go export ?
One of the explanations is that to succeed internationally, the manager must be 100% involved and motivated in this process.
Do you meet the 5 following conditions?
- The deep and unchanging desire to export.
The leader alone carries within him the capacities and the motivation to sell and guarantee the sustainability of the company’s services abroad. He is fully committed to the vision and the process. The corporate strategy is thought out globally. There is no separate local activity and export activity. This explains a global development approach and processes for export. An international strategy does not only involve the commercial aspect but also the HR, legal, financial, logistical and tax problems.
Frequent travels are also sometimes tiring and hard. - Is there a real specificity in the products you offer?
There is no point in going to market in a country with something that already exists and that is produced locally. You will have no chance of selling in this case. Your product must bring a real added value, something new, something truly innovative.
“What is the exclusive competitive advantage? »
“Has my company found the right positioning? » - The leader’s ability to lead the race.
He must acquire a new professional dimension, another lifestyle. It is the ability to set clear objectives, lead new people and stay disciplined and commited. An imprecise or weak strategy leads to failure because you have to fight and win over many competitors. This is particularly the case at export. - The real ability to convince.
You have to win the first market shares, capitalize on the references obtained and finally maintain a constant level of activity on the region. This implies :
. To master your subject and the field of activity in which you operate.
. To be a good copywritter and seller.
· To know how to make convincing presentations in another language.
· To write engaging proposals.
· To maintain a close relationship over time with your partners and customers. Customer success management and client satisfaction are key and this takes time. - The real ability to delegate.
The entrepreneur who is fully committed to an export approach must be able to organize and delegate part of the activity in is own country and company. It takes to be fully involved abroad in order to establish a relationship of trust and recognition with his customers and teams.
This is necessary for performance.
“Nothing will work unless you do.”
John Wooden
Happy CEO 