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International Sales And Marketing
Posted By: msmoon10* on 11/15/2004 11:27 PM (CST) 50 Points
This is second time posting my question. I would like to descibe more detail about my situation. I am an unexperienced International sales and marketing manager. My company is providing services to our customers in Semiconducor industry. We just start putting effort to expand our business to USA.

I have to perform international sales targeting american customers while my company and I are outside USA.

I don't have connections. My company doesn't have either. currently, We only have one American customer.

Unfortunatelly, my management team is quite afraid of spending money for international sales. NOt spending too much money, but still has to perform international sales is quite difficult for me.

However, If I succeed getting at least one new american customer, it is quite easy to invest for international sales.

So.. it means I need to find at least one american customer.

How do I find my first American customer?

Posted by: prbypr Accepted Answer
11/16/2004 3:05 AM (CST)
This is interesting since I've been talking to a number of companies in the semiconductor industry lately!

The best way to garner attention in U.S. on small budget is to retain a public relations firm in the United States (particularly one that that understands your market) and ask them to help you "launch" your product in the United States.

It could be as simple as one-on-one phone interviews with industry analysts and media, followed by a press release announcing product availability. If the pitch is right and you get coverage, you're bound to get some really good customer prospects.

By the way, I recently worked with a firm out of Denmark -- and having someone in the U.S. actually draft their releases was a big plus. The company appeared more reliable without spelling errors in their releases. :)

You also could buy a list from semiconductor magazines and try direct mail. However, that could get expensive if you're not careful. In conjunction with good PR campaign, it might be worthwhile.

Once you start generating interest and leads from U.S. companies, your organization might see the benefit of further investment in the market -- and then you can look into establishing a more formal sales team in U.S.

Feel free to contact me if you need more information. My email is on my profile.

Good luck!

Patricia
 
Posted by: Praf* Accepted Answer
11/16/2004 7:40 AM (CST)
Do you have some distinguishing feature or an edge over what is available in your industry in the US? Or are you strictly going to be selling on price advantage? These are the two things you must be very clear about.

Next is to find a partner in the US that you can team up with. Going at it all by yourself can be quite expensive.

Do a search for companies in the US that compliment your product. Then egage in a discussion with those companies emphasizing the above two advantages. Try to convince these companies how you can add value to them.

I have recently helped a company in Taiwan team up with a company in US for some unique mechanical equipment. This has created a win-win for both and I am sure business will flourish.

Contact me if you want to talk more. Good luck.

Praf
 
Posted by: chandola_cv* Member Response
11/16/2004 7:57 AM (CST)

Banscassurance is the keyword.
write me o chandola_cv@rediffmail.com
 
Posted by: Paul Copcutt Member Response
11/16/2004 10:44 AM (CST)
Get in touch with Phil Johnson at Silicon Synergy, he has 20+ years in international semi-conductor sales and should be able to help either directly or indirectly

http://www.silicon-synergy.com/people.html

Good luck!
 
Posted by: VPo Accepted Answer
12/3/2004 11:02 PM (CST)
Try getting your hands on some directories (or check with your marketing dept) that list American Semi-conductor companies and their contact details and start calling from there.

The key to selling (whether International or Domestic markets) is to target the right prospects. You only have a limited time to call and meet, so right down what are the key aspects of the right customer for your company so you can narrow down who you should be selling to.

I don't know what kind of services your company offers exactly so this will all sound quite general.

Before you start calling up and selling to American customers, prepare yourself for the typical objections that your prospects may have.

Prepare the answers to these objections:
* No budget to retain your services
* No time to listen to your presentation
* Why should they go with your company instead of an American based company?

You will also need to have an idea of what you are up against, are there any American based companies that offer the same services as yours? Who are they? What's makes them different from your company?
 
Posted by: Val (Moderator)* Moderator Response
12/13/2004 2:47 AM (CST)
Hello all. I am closing this question, since its more than 10 days old. We do this to make sure members' contributions are rewarded in a timely manner and to improve the visibility of newer questions.

Thanks, so much, for participating!
Val (Moderator)
 


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