Selling B2B and B2C (online) is quite different. Clients are not looking for the same level of information and services. What are your looking for ? Finding distributors ? Or selling direct to consumer online ?
Lately, we’ve worked on promoting foreign company in France both on B2B aspect, and B2C. Here is what i find important on each type of clients :
B2B : need to create professional sales document and organize 1to 1 meetings in France. French professionals can be « afraid » of foreign providers and showing that you are taking the time to travel and meet them will be strongly appreciated. Their English level is not always best, to you’ll need to speak French are be accompanied by someone who speaks the language and can be the intermediary. Get prepared to answer questions on shipment prices and timing, import taxes, VAT issues, client service, guarantees. Also make sure your prices are aligned on the market offer in France (if you are higher or lower, you’ll need to explain why). Try to be as transparent as possible and explain you are looking for a long lasting partnership.
B2C : if online selling is the unique entry point, translation of your website in he local language is important, but it’s rarely « enough », you need to provide the client service that goes with it and also make sur your online research visibility. You might also want to consider advertising online, or a PR strategy to inform the specialized press of your entry on the French market and what your « added value » is.
I’ve written a few articles on this subject on my blog, which you can read here :
- 4 reasons your export marketing strategy is failing : http://www.my-french-communication-agency.com/4-reasons-export-marketing-strategy-failing/
- Preparing your website for international e-commerce : http://www.my-french-communication-agency.com/international-e-commerce/
I’d be glad to talk to you over the phone if you wish.