To successfully continue to conduct business overseas, U.S. companies need to be aware of cultural differences in each market and to follow business practices that provide for a trusted and established working relationship. This not only applies to the initial transaction, but continues through to after sales service where follow-up is key to establishing repeat business.
Constant communication through email or phone keeps you in the forefront of your buyers mind. Keeping your overseas buyer, distributor, or representative up to date with price changes, new products, and company contact information keeps the communication useful and furthers future sales.
The quality and price of your product or service are critical to export sales as is your company’s customer service. When dealing with overseas, the ease and promptness of delivery of your product, accessibility to sales personnel, modified product information to meet the customer’s needs and an openness to actively engage with the customer all help to extend your working relationship. Making sure that your service performance is comparable to other competitors in the same market combined with product quality, price, and delivery will appeal to your buyer and will give you a competitive advantage.
