Selling into another market.
WHERE BUYERS COME FROM
Trade missions and exhibitions Export promotion programmes Industry associations Existing contacts and diaspora networks Online marketplaces and directories Direct approach
WHAT TRADE EXHIBITIONS PROVIDE
Concentrated access to buyers in one sector.
WHAT THEY COST
Substantial money and preparation.
WHAT TO DO BEFORE ATTENDING ONE
Establish whether your buyers actually attend it.
WHAT TO PREPARE
Product information in the buyer's language Realistic pricing, on stated terms Samples Certification evidence
WHY CERTIFICATION EVIDENCE
Serious buyers ask immediately.
WHAT BUYERS TYPICALLY ASSESS
Whether you can supply consistently Whether the quality is reliable Whether you understand their requirements Whether you can meet their volumes
WHY CONSISTENCY MATTERS MOST
Buyers fear supply failing more than they fear price.
WHAT TO BE HONEST ABOUT
Your actual capacity.
WHY
Failing to supply an order destroys the relationship and your reputation in that market.
WHAT TO ESTABLISH ABOUT ANY BUYER
That they exist and are established Their payment history, where ascertainable What terms they expect
WHAT TO BE CAUTIOUS OF
Very large first orders from unknown buyers Buyers requesting goods before payment Requests to route payment unusually
WHAT TO START WITH
A small order, properly secured.
