Sometimes we lead presentations on international growth to Entrepreneurs, First-time exporters and Sales managers. These new entrants in the conquest of new international markets are swimming on the blind-side, a bit like a driver without a map.
Mandatory step for all exporters, we are in complete uncertainty about the possible destinations, the method to be applied, the marketing positioning envisaged… Basically, without clear objectives or plans in mind.
Top tips for export leaders
Export leaders have precisely an incredible chance to be free to choose, to write their own story, to be able to pick their destination, to create without limit or constraint.
Their fortune is precisely the absence of objective and plan. Above all, don’t do it. Do not set yourself specific goals from the start. Why ?
“The best goal is not to have one.”
In a SME of 1, 5, 10, 20 people, we have neither the time, nor the resources, nor the interest to reproduce the business model of Fortune 500 companies. Forget your books on marketing. Instead, work on instinct and feeling.
When you’re an entrepreneur, you have a lot of operational work. Don’t add to it.
A five-year or 3-year plan will not be of any use to you for export, except for the banker. And again, ask him how the economy of Spain, Greece, Brazil or USA will be in 3 or 5 years? No one can predict the economy, crises, tsunamis, or the results of a political election…
Our method for first-time exporters
- Fix yourself by feeling the days that suit you, that inspire you with daily tasks for future export.
- First, make a mini list of the destinations you would like to explore. Task completed.
- The next day, take an interest in these countries and their populations, do research on the net, document the economy, the population, the culture. Task completed.
- Next time, do your specific market research in relation to the countries you are targeting. Conduct your mini-survey. Write down the names of your competitors, people related to your products, potential customers. Task completed.
- The next time, detail a little more the email address, name and function of key contacts. Task completed.
- Take a tour on social networks and start asking questions to people doing business with these countries or if possible relations. Task completed.
- Start finding out about the costs of a trip, plane tickets, choice of a hotel… Make yourself a travel envelope. The first mission is already taking shape. Task completed.
- Make a beautiful presentation translated into English or other with the customer’s need, your products, your arguments. Turn it into a pdf. Task completed.
- Note the list of people to see during this mission. Choose both direct customers, potential distributors and partners, for example (Industry association, chamber of commerce in the country, network…) Task completed.
- Send them an email with the pdf and the date planned for your trip and the possibility of coming to discuss with them. Task completed.
- And so on and so on…
With this method, as a small business, you remain in an archi-positive approach, you make your project grow little by little, and these actions will fascinate you.
Often, we will even fall in love with a new culture, we will want to create more relationships on the spot, exchange, visit, taste… Live this project in real life !
This is the best way to move forward and create in a positive way. You are never in failure, guilt, stress. You are in the process of starting a project that cultivates your self-confidence thanks to these mini-tasks that you complete with pleasure.
And by being inspired, you will inspire others, transmit your passion for your solutions and this is the best way to make people believe in your products and influence others, delight them.
Think big, start small
Grow your project always with passion, without obligation. Get out of Business Plans.
Don’t be afraid of mistakes, everything is OK.
There is no wrong destination, wrong choice, wrong decision. They are just new and different elements. Like a kind of test. What is different enriches us. Think less, act more.
“All journeys have secret destinations of which the traveler is unaware.”
Martin Buber
Happy CEO 