As Oscar Wilde said, “You never get a second chance to make a first impression.”
This is even more true in the world of export, where buyers are bombarded daily with emails, LinkedIn messages, and phone calls—most of which go unanswered.
To this we must add a major shift: new generations of buyers approach purchasing differently. They are generally less loyal to traditional suppliers and often have less technical preparation than in the past. That’s why it’s essential to adapt communication—especially when dealing with complex products—by making it simple, clear, and immediate.
✅ 5 Tips for an Effective First Contact
- 1. Create useful, relevant content: Before reaching out directly to a potential client, make sure your website or blog offers content that truly addresses their needs. Buyers with a specific problem tend to search online first: being present with quality content makes all the difference. Being helpful builds trust and authority.
- 2. Communicate your value proposition clearly: Use straightforward tools like the Value Proposition Canvas to define exactly what you offer, which problems you solve, and what benefits you provide. It takes time, but it leads to a truly personalized approach.
- 3. Personalize the first approach with AI: Artificial Intelligence can be a valuable ally. Use it to analyze your potential customer’s website, catalogs, and social media—as well as your own. Then ask the AI to help you shape a personalized value proposition. You’ll need to review and refine it, but you’ll gain useful insights.
- 4. Avoid the most common mistake in sales: Don’t start by talking about your product. When you get the chance to meet the client, focus first on their needs. Show empathy, ask relevant questions, and listen carefully. Only after building trust and connection should you present your offer. As Zig Ziglar once said: “People buy from people they like and trust.”
🎯 How I Can Help
As an export consultant, I support SMEs in three key areas:
a. Identifying the most promising international markets
b. Creating qualified contact lists (direct clients, distributors, or agents), using tools like Matchplat
c. Managing the first approach effectively
Would you like to improve your first contact strategy with potential clients abroad?
Feel free to reach out at info@progetticommerciali.it