International Business
September 8, 2015 2:42 pmAs UK companies start to return to pre-recession output and income, many manufacturers are now looking to build their export markets in order to facilitate growth. Overseas customers can open up new development opportunities and provide a higher level of demand for goods. This may offer fresh chances to sell existing products or lead the business in new directions which helps their company to evolve.
The issue is that securing export contracts can be a challenge. Beyond finding the best markets in companies where demand for your specific goods is high, there are also language and cultural differences to overcome.
Interpersonal Skills
Historically any business owner would need to have developed strong social skills in order for their company to thrive. Business success was dependent on building trustworthy, loyal relationships. Whether you were selecting a supplier, agreeing a loan with the bank or interacting with customers, interpersonal skills were crucial.
With the rise of digital technology, we have all become more distant in our social interactions. With emails and text there is little need to pick up the phone, let alone meet up face to face. The decline of social interaction has led to less value being given to taking the time to invest in our customers, business partners and suppliers, yet this is still a vital component in achieving a successful outcome.
We are all more likely to buy from someone we have personally got to know. Someone who has openly demonstrated their knowledge and expertise, but has also gained our trust and respect as someone we would like to do business with. We often know within a reasonably short amount of time whether the person we are meeting is someone that we have a connection with, someone who works in a way that is coherent with our own values.
Although we have become increasingly used to relying on digital technology, in many other countries across the world, it remains highly unlikely that a contract would be agreed with someone who the Director had not met in person. Even when language presents a barrier, much can be communicated when you meet someone face to face.
International Travel
In order to fully explore potential export markets, international business travel is usually an important investment. Meetings between senior managers can begin the process of building bridges and recognising how both companies can operate in mutually beneficial ways. In the same way that your processes may need to be altered in order to deliver what the customer wants, your personal approaches to business relationships may also need to be a little flexible.
Building relationships takes time and there could be many trips and business meetings before a deal is signed off. When prospective and existing customers are coming to visit your company it is worth investing time into providing them with a personal experience. From collecting them from the airport, so they don’t have to negotiate public transport, to taking them out for meals and booking a convenient and comfortable hotel for their stay, you can enhance the relationship.
4×4 Hire
If you are collecting business travellers from the airport, you need to ensure that your vehicle has sufficient space for the visitor and their luggage. If you have more than one guest, this could mean that your usual car might not fit the bill. It could be a wise investment to look at 4×4 hire for the duration of their stay. 4×4 hire means that you have a clean, well-maintained high spec vehicle, which offers great driveability and comfort for every passenger, with plenty of boot space for luggage. To find out more contact 4×4 Vehicle Hire.
Public Transport
If you are unable to collect your guests from the airport, it is wise to provide them with detailed instructions on how to get from the arrivals hall to the coach or train that will continue their journey. If possible book them First Class seats, which will allow them to travel in comfort. As an example, First Great Western have recently refitted their First Class carriages, so passengers can enjoy reupholstered seats fitted with noise reduction technology, along with free Wi-Fi and USB charging points.
Personal Approach
With any luck you may receive similarly welcome hospitality after your early start and lengthy flight over to visit international contacts. Once you are in the swing of building strong personal relationships, you can rekindle your social skills and use them to great value at networking events, presentations and other interactions, no matter who you are meeting. It could lead your business in some exciting new directions.