Knowing you want to export and knowing how to do it successfully are two different things. Export markets reward careful planning, cultural awareness and attention to detail. They punish improvisation and shortcuts. Whether you’re shipping your first container or looking to refine your international sales approach, these practical tips will help you avoid common mistakes and build a sustainable export business. From choosing the right markets to managing foreign exchange risk, each step matters.
Key Exporting Tips for Success
12 Essential Tips for Export Success
Practical tips for exporters
- Decide carefully whether exporting suits your business. Treat it as a strategic choice, not a casual experiment.
- Check your export readiness: ensure you have the necessary finances, a dedicated export team or staff, and export ready sales collateral (business cards, price lists, website) plus any relevant IP protection.
- Learn how business is done in your target market, including import duties, administrative requirements and local practices. Visiting the market or meeting potential agents and distributors can uncover real opportunities.
- Carry out market research to pinpoint the best markets, understand competitors, profile customers, identify distribution channels and determine the most effective promotion methods.
- Prepare an export business plan. It helps structure your strategy, supports loan or grant applications, highlights your company’s strengths and helps value the business.
- Invest in effective marketing that differentiates your product from competitors in the overseas market.
- Choose the right route to market and entry strategy (direct sales, agents, distributors or partners) based on your product and target market.
- Decide on an export pricing policy that suits your cost structure, target market and commercial goals.
- Put distribution arrangements in writing through distribution or reseller agreements to minimise misunderstandings with overseas partners.
- Negotiate carefully and follow up with customers to secure orders, build loyalty and maintain your presence in the market.
- Learn the export documentation requirements for your product and destination. Paperwork and required certificates vary by industry and country.
- Understand payment methods and foreign exchange risk. Choose payment terms that protect cash flow, and be aware that currency swings can affect prices and margins.
For further practical guidance, see MATRADE’s 12 Steps to Successful Exporting.