Let’s be honest: sales processes are pretty much the same everywhere in the world. The “only” challenge is to find the right leads and convert them into real deals.
The first step when starting internationalization is to focus on the priority regions for your product. It is doubtful to expect success while targeting everything, and then realistically nothing at the same time. But how would one make prioritization of the international markets? Understanding market dynamics, consumer behaviour,regulatory requirements, and competitive landscapes are essential components of this initial assessment.
When a company is prioritizing the regions to invest in, it should gather reliable information from completely different countries. Is it realistic for single SMBs to obtain real data from global markets all over the world? Remember, this will become a basic for next investments – time, budget, people and other valuable resources! Does the one person, at the beginning of its “internationalization”, have the required competencies, linguistic capabilities, and in-depth knowledge of how to gather the information that exceeds common sources and provides reliable “insight”?
When it comes time to search for partners, managing it from within a company is an option. It’s “simple” as well: the company should hire at once experienced Arabic, German, Italian, etc., speaking employees to contact partners and handle all communication. If the dream is to reach every potential customer in your own language or at least in English, it won’t work. Trying this approach is a time-consuming effort, but when looking for partners, it’s usually the company that takes the initiative, not the other way around. That’s why it’s essential to speak your partner’s language. They call the tune.
So the plan might be:
- Step 1. Do global market research to decide further where and how to go. Use in-house professional multi-cultural, multi-lingual experienced marketer. Why not, if you have one on the team? If not – is risking whole future investments a really nice idea?
- Step 2. Searching and onboarding partners in the chosen regions. One common approach we encounter is sitting and waiting for partners and clients to come by themselves. Why should they? Or in-house full-time salary + taxes multilingual experts.
- Step 3. Treating partners to make them actively sell. That’s another tricky thing to do.
Alternatively… SMBs can turn to GloBAS International, which has been involved in international business development for 15 years, has connections, and insights into working with partners, and provides all the necessary “hidden” information for decision-making. We will support you at every stage and provide guarantees. We deliver results, not words.
Not ready for a serious step yet? We invite all interested to attend our free workshop on November 1st on the topic ’10 Hints to Establishing Global Sales Successfully.’ Knowledge of theory is the key to success in practice. Register here.