Exporting is Easy - Isn't it?
Exporting is Easy – Isn’t It?
The first key thing that I think we all struggle with as exporters is Sales Growth.
Building on successes is important and so is taking a bit of risk!
We focused on deal making not discounting!
Ask yourselves: As an exporter are you pricing and negotiating confidently and with credibility – what Win: Win deals can you offer?
It grew from $4M to $8.7M and today it’s at $9.8M.
Using your CRM is critical - we have learned about our win : loss ratios.
Who are your competitors? Why do you expect to win against them? What is your value add?
We understood our competitors AND our value propositions.
Our sales people could explain our differences and do this confidently.
We focused on selling our unique point of difference rather than being first to discount.
I hope this has given you some serious food for thought – simple questions with not so simple answers!
It’s vital that you get this stuff right! It’s not really something you can risk ‘learning on the job’ – that’s too costly!
Look out for my next Post where I’ll talk about currencies and managing the fluctuations.
We’ve had this line for a long time now. It’s the first thing you see once you open a Tekron box.
We found out recently that one of our Filipino customers was deeply offended by this. Her take was that we were referring to death and that we were almost threatening her untimely death with our device. Oops!
Perhaps we are foretelling what would happen when the clock is plugged in….or perhaps this could be the start of a new opening scene for the next James Bond movie with one of our clocks!