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Entering International Markets

Entering International Markets

Choose the course of least resistance:

 

  • Domestic clients with overseas operations
  • Foreign companies with domestic operations
  • Current clients’ foreign customers and suppliers
  • Use counsels’ offices and chambers of commerce, e.g., German counsel general in San Francisco
  • Use associations: American manufacturers association of Tokyo
  • Offer to speak at foreign association meetings remotely (cite your expertise, value to the audience, provide a demo video if possible)
  • Visit somewhere you want to go and alert local trade associations, professional groups, chambers of commerce that you’ll be in town

 

Rules of thumb:

 

Offering to see someone within driving distance is unimpressive.

Offering to see someone a plane ride away gets you a good chance (“I’ll be in town”).

Offering to see someone an ocean away will probably result in an offer to host you most of the time if you have a strong brand.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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