Finding Overseas Customers - Eight Non-Government Suggestions
In today's world, it is difficult to find a business that does not in some way cross national borders.
Whether that business exports its products, or buys elements that make up its products from other countries, even the smallest of businesses become international.
To go to the next step and actually seek customers overseas appears daunting at best.
In fact, most businesses that have overseas customers have found them passively - i.
e.
, an overseas client sought them out due to a desire for their product or service.
However, sitting back and waiting for customers to find you is perhaps not the best business model for a company that wants to grow.
While there are US Government agencies that are set up to assist American companies in various international business activities, including finding customers for their products and services, in this article I'll describe a few non-governmental entities that can help.
Many charge a fee, the size of which depends on the amount of assistance provided.
Others require membership in the organization.
The most significant of the non-governmental agencies are: • Exporters' Associations, such as: - World Trade Centers.
There are 300 or so World Trade Centers in 100 countries that publish newsletters, provide meeting rooms and trade libraries, and can help with hotel reservations and other needs of the business traveler.
- The American Association of Exporters and Importers provides a liaison with the US Government.
It publishes regular updates on regulatory matters affecting international business.
- The small Business Exporters Association, along with a number of other groups, can assist in international market research.
• Trade Associations, such as: - The National Federation of International Trade Associations lists more than 150 organizations in the US that help the small business owner enter international markets.
Remember that the government defines a small business as fewer than 500 employees and less than $50 million in revenue.
- The Telecommunications Industry Association is typical of the more than 5,000 trade and professional associations currently operating in the United States that promote international trade activities for their members.
- Chambers of Commerce often employ international trade specialists who gather information on markets abroad, or have international trade committees willing to help members.
• Foreign Embassies and Consulates.
Each country interested in doing business with the United States stations officials in this country to assist.
Many have web sites.
• In-Country Representatives may be the best source of market information in a given country.
These are often expatriates or local residents who have studied in America.
Thus, they know and understand the languages and customs on both sides of the ocean.
Because soliciting business from the entire world requires resources beyond all but the largest corporations, company resources must be targeted to specific countries or regions.
Research into potential markets will let you evaluate trade-offs between market areas so that management can decide where its resources will bring the best return on investment.
A good place to start is with those countries that share borders and/or have a culture similar to your own.
For instance, for an American company, trade with companies in Canada, the United Kingdom, or even Mexico would provide the best starting point.
Whether that business exports its products, or buys elements that make up its products from other countries, even the smallest of businesses become international.
To go to the next step and actually seek customers overseas appears daunting at best.
In fact, most businesses that have overseas customers have found them passively - i.
e.
, an overseas client sought them out due to a desire for their product or service.
However, sitting back and waiting for customers to find you is perhaps not the best business model for a company that wants to grow.
While there are US Government agencies that are set up to assist American companies in various international business activities, including finding customers for their products and services, in this article I'll describe a few non-governmental entities that can help.
Many charge a fee, the size of which depends on the amount of assistance provided.
Others require membership in the organization.
The most significant of the non-governmental agencies are: • Exporters' Associations, such as: - World Trade Centers.
There are 300 or so World Trade Centers in 100 countries that publish newsletters, provide meeting rooms and trade libraries, and can help with hotel reservations and other needs of the business traveler.
- The American Association of Exporters and Importers provides a liaison with the US Government.
It publishes regular updates on regulatory matters affecting international business.
- The small Business Exporters Association, along with a number of other groups, can assist in international market research.
• Trade Associations, such as: - The National Federation of International Trade Associations lists more than 150 organizations in the US that help the small business owner enter international markets.
Remember that the government defines a small business as fewer than 500 employees and less than $50 million in revenue.
- The Telecommunications Industry Association is typical of the more than 5,000 trade and professional associations currently operating in the United States that promote international trade activities for their members.
- Chambers of Commerce often employ international trade specialists who gather information on markets abroad, or have international trade committees willing to help members.
• Foreign Embassies and Consulates.
Each country interested in doing business with the United States stations officials in this country to assist.
Many have web sites.
• In-Country Representatives may be the best source of market information in a given country.
These are often expatriates or local residents who have studied in America.
Thus, they know and understand the languages and customs on both sides of the ocean.
Because soliciting business from the entire world requires resources beyond all but the largest corporations, company resources must be targeted to specific countries or regions.
Research into potential markets will let you evaluate trade-offs between market areas so that management can decide where its resources will bring the best return on investment.
A good place to start is with those countries that share borders and/or have a culture similar to your own.
For instance, for an American company, trade with companies in Canada, the United Kingdom, or even Mexico would provide the best starting point.