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Export > Commercial prospection
Obtaining new clients through diverse methods establishes a strong commercial network, which is essential to effectively cover new territory. The process of recruiting new clients in a foreign country requires several steps:
- Research and pre-qualification: This step involves intensive research and the pre-selection of prospective clients, (distributors, final users, etc) teasing out the most valuable information throughout the process (activity sector, function, contact information, etc.)
- Get in contact: Prepare useful information and catch phrases to use when you introduce your organization by telephone.
- Meet prospective clients: Organize the appointment in advance, prepare the organization of the meeting, and become familiarized with their business during the meeting.
- Follow-up: Assure that essentail documents and important information have been received by the client.
- Retain the Client and maintain the relationship: Sign necessary contracts, form a commercial partnership, assure a high quality of service, and respond to the needs of the client.
Voir aussi:
Starting export business
Marketing studies
Communication
Shipping
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