Exporting into the U.S. market has always been a challenge. Hacking the process would help but, how do you know what is reputable from what is just marketing. Let’s take the next few moments to guide you through what I consider your solution.
The easiest path to selling your goods in America is to have an American business development firm manage the effort for you. The why is simple; the average American is put on the defensive by telemarketing calls of any kind but, even more so when the caller has foreign accent. Accepting this reality allows us to quickly move to circumventing the challenge it poses.
What to look for:
- Industry/ Industry Adjacent Experience -it is common to desire a consultant with experience in your industry. What is more important is their experience in the industry’s of your target market(s). Our experience is primarily in Tech, with a good deal of experience in SaaS. Our secondary experience is in the Professional Services space.
- Average CAC (Client Acquisition Cost) -your company’s spending each month on all marketing and sales efforts, divided by the number of new clients onboarded. Our client’s experience CACs of $545 to $749, with the average CAC being $692.
- Performance Ramp Time -how long does it take for their process to begin to yield results. For example, our average is 4 months.
Before you begin, you need to discuss the laws that will impact your business with an attorney experienced in International Trade. The only attorney more expensive than one helping you plan your next move is the one you retain to bail you out for not taking the time to plan. For more information, and technical assistance (such as legal counsel), contact your national EXIM Bank or governmental trade department.
This post written by Rich Laster
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