Key Lessons in Selling in International Markets

Throughout the year, I’ve been kindly invited to contribute to the Enterprise Ireland Export Compass, spearheaded by Helen Blake and Mary Pasby at FutureCurve

In the latest Roundtable, all panellists were invited to share some key ideas from their expiry experience. Here is a selection of mine and my interpretation of others:

1. “There is no try" - if you put your energy into doing rather than doubting, your energy can be much better invested.

2. It doesn't need to be a lonely road. There are lots of supports from Enterprise Ireland InterTradeIreland EEN_Enterprise Europe Network, Local Enterprise Offices and so many more.

3. Profile your target customer - if you’re clear on what you’re looking for then it’s easier to find. (Futurecurve have some excellent canvases for this.)

4. Use your existing client book - but do so where value is at the heart of your efforts for that client book.

5. People want to communicate in their own language - challenge your own assumptions and go beyond perceptions.

6. What's profitable now versus in the future? This question sits in the Venn diagram of enthusiasm, commercial reality and sustainability.

7. All sales amounts to us demonstrating that the value of your product or service is greater than the money paid to get it. The same principle applies at home and abroad.

8. “Roughly right planning with perfect implementation”. Do what you say you’re going to do. Follow up and commit.

9. Enjoy the culture and the experience. In my opinion, this is where individual sustainability comes from. My hunger to learn, intrigue for cultural curiosity and being present and grateful for all my international experiences are three of the many reasons I love doing business in different parts of the world.

Thank you for the opportunity to work with you Marguerite Bourke, Emmet Dunne, Andrew O'Connell, Jack Murray, Keelin Fagan, Marianthi Roussou, rory Power, Deirdre McPartlin, Marcella Rudden and Alberto Cisterna Viladrich.

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