The context of the current pandemic has hit trade borders in most countries worldwide, closed airports, delayed port operations and even shut down some work spaces in bonded warehouses. This scenario is clearly a new barrier to foreign trade that is slowing down delivery schedules and will require carefully detailed planning. However, reality is showing that the virtual modality is here to stay.
At RGX, we have been conducting online business meetings since 2016 as an alternative to in-presence sessions. Nowadays, meetings can just be held electronically, although at first the tool was developed for exporters without sufficient financial resources to travel to the destination market and conduct face-to-face discussions. Below are the success keys to online meetings with potential buyers:
Due to the abundance of information on virtual platforms, we need to be crystal clear about the meeting’s objective and about our offerings. We frequently see long e-mails laden with attachments, but these will go straight into the importer’s recycle bin. Keep your message short, stir up interest and then follow-up on your e-mail over the phone to arrange a meeting.
A critical step for the exporter is to start the call that would launch the meeting and make sure that its counterparts have decision-making power to buy or import the product or service under discussion. The first presentation of the exporter’s business should not exceed 25 minutes to pave the way for a subsequent negotiation phase based on a specific proposal tailored to the interviewed potential customer.
When the meeting ends, follow-up actions must have surely been arranged, such as sending a quote or a business proposal. Therefore, the exporter needs to act quickly and neatly to send the importer the information it is expecting to receive. In addition, if there is no response after a few days, you may ask whether something should be adjusted or changed. The idea is not to lose direct contact with decision-makers and keep the created connection going. We see multiple export companies that follow-up weakly on each interviewed potential customer.
At RGX, we continue to work with these new digital tools in an attempt to link exporters with importers and generate international business transactions in the context of the current COVID-19 outbreak. To do this, our team is ready to assist you. Just send us an email to firstname.lastname@example.org and a consultant will contact you within 48 hours.