International business tips
May 16th, 2006
Lee’s list of 7 quick and essential tips for doing business overseas.
1. It is always easier to sell in your town, state, or country than to export or sell internationally. Understand that it will always be that way.
2. Don’t do it alone. Always get local “guide(s)” to work with you. This can take the form of a consultant, agent, distributor or sales force.
3. You will always feel that the customer in the international market got the better deal.
4. No matter how well you think you understand the country and culture….there is always something important that you missed.
5. Be humble…..be humble……be humble
6. Listen before you start to sell. My first 3 trips to China consisted of meeting and listening to potential customers before opening up the discussion to sales.
7. Make a concerted effort to build and nuture personal networks and relationships. Learn about the country, culture and politics.
June 2007
March 25, 2007 at 9:40 am
Nice list. My experience is much the same. Also when you are told that the head man does not speak English, most of the time he can or may not speak it well. However I have found that if you make a joke, especially a self deprecating one, you will get a smile….clear indication that some the guy DOES speak English!
I’ve been known to take Anglo associates with me, who speak Mandarin or Cantonese…and we don’t tell. Very interesting what you can pick up after the meeting.
Best regards
Eric