Helping Irish AND PORTUGUESE tech companies succeed on a global stage
The global market is more accessible than ever
You know your solutions are ideally suited to a global audience
But selling abroad isn’t as easy as you’d imagined
Exceptional global opportunities for Irish and Portuguese tech companies
There’s no doubt that from a business point of view the world is getting smaller by the day. Developing tech solutions that appeal to an international market is arguably easier than it has ever been. The opportunities for forward thinking Irish and Portuguese tech companies to sell to overseas right now are mind-blowing.
The doors are open in Northern Europe, North America and China
It’s easy to see why you’re attracted to sell to clients in the likes of Northern Europe, North America and China. Success in any of these markets could take your tech company to a whole new level. You know you have the right product to fit the market need, you’re in no doubt that the price is right, it’s just a question of nurturing the client along their buying journey.
Are you overseas-trade-ready?
When you trade overseas, nurturing the client along their buying journey is a different ball game than it is at home. You’re acutely aware of the need to be culturally correct. You read the right books, attend the right training courses and prepare yourself as well as you can. But when you get face-to-face with your overseas clients, it’s not always plain-sailing.
Being fast thinking conceptually and tech savvy are essential for overseas success but alone they’re not enough. Selling successfully overseas calls for the right approach for the right country. If you want to get it right, you’re in the right place.
Boost your chances for overseas success with a FREE Intercultural Customer Acquisition and Retention Chat.
Selling overseas needn’t be complicated
Most people who struggle with selling overseas get it wrong because they presume it’ll be the same as selling on home ground. That’s completely understandable. After all, your client’s needs are more than likely the same; your solution is more or less the same and the outcome the same. However, the client journey and expectations are usually completely different. When you are selling overseas, being aware of these differences and prepared for them, you’re a whole lot more likely to succeed.
Acquiring and retaining overseas clients can be tough if you’re not prepared
Reaching out to an international market for the first time is never easy. Some people read books, go on training courses and study online to hone their intercultural skills, but still get it wrong. There is no need to get it wrong. With the right guidance, we can all get it right. Here are just some of the situations I’ve come up against that I can help you avoid.
Jane, an American selling to a French client
Jane is a sales manager in a global financial services company. She’s considered to be a precise, simple and clear communicator on her home ground. However, even though she was well-versed in French culture, when she first started to sell there, her communication failed her desperately. Her direct approach didn’t work with her French client, who needed a more nuanced and layered approach. With the right support, Jane could have navigated the international communication arena a whole lot better and avoided this frustration and disappointment.
Ben, who’s based in Ireland selling to a German client
Ben is COO of a high tech Irish company and is used to his presentations being well received and complimented in his home country. However, when he presented in Germany, he was challenged in a way he didn’t expect. He was left feeling incompetent and unprepared even though he’d invested more than usual to get it (what he thought was) right. This happened because his audience was more used to focusing on theory first and then the benefits. This meant they asked him questions that really threw him. Like Jane before, with the right guidance, Ben could have avoided this pain.
John, an English Engineer selling to a telecom company in China
John is an engineer from England in the telecoms sector and was left feeling confused and lost when his potential client in China didn’t respond directly to his emails. Despite what he thought was a sound and trusted relationship, John’s contact in China never replied to him directly, instead channeling everything through his boss. This made him feel that his reputation as a professional and effective communicator was in question. The negative impact of this experience even infiltrated his local, domestic performance. All of this could have been avoided with the right Cu-IQ guidance and support.
Giani, an Italian IT consultant presenting to Americans and Europeans
Giani is an Italian IT consultant who was called upon to update a mixed cultural team which included Americans and Europeans. His thinking style, like quite a lot of Europeans is deductive. This means he tends to focus on concept and theories. This didn’t go down well with the Americans in the audience because they are wary of theory and generalisations. They consider that approach to be too unrealistic and/or too abstract. They wanted experiences, cases and scenarios. With the right intercultural preparation and planning Giani could have avoided this missed opportunity.
Acquiring and retaining overseas clients can be tough if you’re not prepared
Reaching out to an international market for the first time is never easy. Some people read books, go on training courses and study online to hone their intercultural skills, but still get it wrong. There is no need to get it wrong. With the right guidance, we can all get it right. Here are just some of the situations I’ve come up against that I can help you avoid.
Jane, an American selling to a French client
Jane is a sales manager in a global financial services company. She’s considered to be a precise, simple and clear communicator on her home ground. However, even though she considered herself well-versed in French culture, when she first started to sell there, her communication failed her desperately. His direct approach didn’t work with her French client, who needed a more nuanced and layered approach. With the right support, Jane could have navigated the international communication arena a whole lot better and avoided this frustration and disappointment.
Ben, who’s based in Ireland selling to a German client
Ben is COO of a high tech Irish company and is used to his presentations being well received and complimented in his home country. However, when he presented in Germany, he was challenged in a way he didn’t expect. He was left feeling incompetent and unprepared even though he’d invested more than usual to get it (what he thought was) right. This happened because his audience was more used to focusing on theory first and then the benefits. This meant they asked him questions that really threw him. Like Jane before, with the right guidance, Ben could have avoided this pain.
John, an English Engineer selling to a telecom company in China
John is an engineer from England in the telecoms sector and was left feeling confused and lost when his potential client in China didn’t respond directly to his emails. Despite what he thought was a sound and trusted relationship, John’s contact in China never replied to him directly, instead channeling everything through his boss. This made him feel that his reputation as a professional and effective communicator was in question. The negative impact of this experience even infiltrated his local, domestic performance. All of this could have been avoided with the right Cu-IQ guidance and support.
Giani, an Italian IT consultant presenting to Americans and Europeans
Giani is an Italian IT consultant who was called upon to update a mixed cultural team which included Americans and Europeans. His thinking style, like quite a lot of Europeans is deductive. This means he tends to focus on concept and theories. This didn’t go down well with the Americans in the audience because they distrust theory and generalisations. They consider that approach to be too unrealistic and/or too abstract. They wanted experiences, cases and scenarios. With the right intercultural preparation and planning Giani could have avoided this missed opportunity.
If you’re determined to succeed abroad, reach out and let me help you.
Solutions
Every journey to success starts by looking closely at where you are now and where you want to be. When we work together, we create a snapshot of your intercultural successes and failures/opportunities and threats. The findings will be your blueprint for the way ahead and it’s you who decides whether you implement the actions alone or whether we work together.
Prices from €750
Once you know what you need to do to achieve the results your company wants overseas, I’ll work with your key international players individually or in groups so they’re pitch-perfect for the task ahead. This process typically focuses on awareness, knowledge, strategy and actions and leaves you ready to convert your foreign clients effectively and confidently.
Prices from €240
Even with the right preparation, when the time comes to go and pitch abroad, it can be a scary experience. That’s why I provide a remote support service. Knowing you have all the support you need reassures you when you leave. If you find yourself unexpectedly short of courage prior to a presentation or in need of a sounding board after a meeting, I’m here.
Prices from €240
What are you waiting for? If you’re serious about success abroad, now’s the time to take action.
A bit about me
With experience in a range of business environments, I have witnessed first-hand the potential for misunderstanding, frustration, loss of business opportunities and failure to meet deadlines when people don’t fully connect because of cultural differences. That’s why intercultural excellence is at the core of everything I do.
My personal journey, my MBA, my business coaching training and general business experience, alongside my DISC Personality Profiler status mean that I can transform your intercultural success. This combination of extensive toolkit and experience means I can help you grow and develop in ways you never expected to.
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