How does a small business with no physical products and little resource market yourself internationally?
As a digital agency we already work in Norway, the US and Russia, those jobs came to us because of our expertise in Enterprise Apps and user experience. How can we reach out efficiently and effectively to generate more business, particularly in markets where we already have a client?
Hi Andrew, we are a translation company, and have a similar experience with overseas markets. You have to overcome the basic objection that many businesses will prefer to buy locally. Where we have developed direct overseas sales ourselves it tends to be where we have specific niche expertise, for example we work a lot with retail packaging, so for us its likely to be easier to sell to an American retailer, than in other technical areas of translation. My advice would be to develop web content around the specific niches where you have core competence, and then localize the content for the specific target market. Its then a question of backing it with international SEO, Adwords etc. (remembering that Google isn’t that big in Russia)! The only other word of caution is that a single customer may be a red herring, e.g. there may or may not be a larger market, it will need research. UKTI are a good route to find out some initial market info on a given country, and the CIA website is brilliant for basic country data.
Hope this helps
It depends on what you are, and where you want to go. You need to do as you would any where when starting a marketing project and that is get to know and understand it. Do your home work about culture, language, market, opportunity, competition, entry levels, etc. The more time and money spent doing this the better – "Plan to succeed not to fail".
You then also need an entry strategy. That could be remote sales – i.e. done from here via web presence (you’ll need to have pages for the target country reflecting their expectations, culture and language. Chinese love a busy front page with every product on it – the complete opposite to us) or more direct such as set up in the country you are targeting, or find a partner, JV, distributor, etc….
Using a local partner gives you access to a local network and cultural understanding an awareness that no expat could ever hope to achieve.
We assist businesses to develop in Asia and Middle East, so besides selling services to support organisations like yours, we are also doing the same thing. So we have built up a network of local, native businesses whom we have got to know and trust to be "us" in other markets. This is a similar option that you may want to consider. It stems from the proven outsourcing philosophy of "concentrate on your core, not your chore".
Hope this helps
Baroni (UKTI partner – UKAN)
We can develop static webpages with the basic info about your business to bolt onto your existing website. These can be done in languages of your choice and as the text is kept to a minimum the price is very low.
This gives you a more global online presence. We also offer Export packages for clients taking the first steps into overseas markets. You can look at these on the services section of our store page. http://opentoexport.com/store/biz/transfix-global-ltd-527/s/exporter-package-1995/
Hope this helps and good luck!