Failed Export negotiations getting you down?
Supplier #1 – “I’ve spent days in discussions and can’t get past 2nd base. “
Supplier #2 – “They want everything for nothing.”
Supplier #3 – “There are too many unknowns, and the export tasks take us way too long.”
We love nothing better than to hear from clients that receive export enquiries but either don’t get to convert them; or what they do convert leaves everyone but the buyer feeling ripped off.
The comments above scream opportunity to us at CVEN.
NUMBER 1 – You get enquiries.
We are very serious when we say this is the number 1 goal of any export aspiring or growing business – we want buyers to make contact and you already have this in the bag.
NUMBER 2 – you can’t get them past 2nd base
This tells us somethings not quite right in the negotiation. Perhaps it’s your offer/logistics/communication/interpretations etc. Something is off and it again means possible opportunity.
Export is a process.
It’s a process not unlike your current business operations here in the domestic market. You started your business, worked your way through the problems and the challenges, developed processes and engaged people to help you leverage what you have.
Export is the same only that now you have to contend with a wide array of cultures and business practises influencing everything from how people speak to their negotiation tactics, communication styles and importantly different concepts of risk (freight, payment, legal, compliance etc etc).
If we now return to our first comment about you getting export enquiries but not kicking any goals you could draw some similarities from when you started your business.
You might need to think way, way back but I am guessing, there were parts of the business you didn’t really understand. There were so many things to do in a day and it was a steep learning curve to get everything happening as you planned. Legal, purchasing, sales, employees, compliance and documentation, debt collection, aaahhh tax etc.
To us – Export is no different it’s just a process. A process we have a lot of experience in.
So how does this help?
You have the enquiries so get in touch with us.
The world is your oyster and you’re already halfway there. Win more business, make more profit and learn a new business discipline along the way.
WHO IS CVEN ?
CVEN is an export advisory with a difference. Our team are hands on and engage internationally with buyers, compliance agencies and logistic specialist on a daily basis. This means the information we provide and the pathways we use are the result of the international business we undertake, everyday.
