LEAD GENERATION & NEW CUSTOMER IDENTIFICATION
A common complaint among prospective exporters is the challenge to locate international customers. We would suggest that the issue is not a lack of customers, rather that most SME are still using an obsolete pre-Globalization approach. These methods were never intended, nor have they ever functioned for SME firms, yet due to lack of alternatives are still the default approach.
Experience, combined with the recently published Integrative Trade data and the successful examples of thousands of Canadian Foreign Affiliates, clearly demonstrate that a strong local presence with well established relationships, networks and contacts are many times more effective than the legacy methods of sales representatives, trade shows, agents, and distribution agreements.
Many still seek the “low hanging fruit”, however then forget that to catch the fruit, they need to be under the tree. A firms success in their home market is based on managements expert knowledge of their environment, their network of contacts, and long term relationships with suppliers, customers and workers. Foreign Affiliates replicate this support network in the offshore market, or in other words, they are getting under the tree.
New lead and sales generation examples that demonstrate the advantage of local knowledge combined with hybrid high performance organization include; up to 50 confirmed and qualified leads per day were generated for a fraction of the cost of a trade show booth, or where monthly sales were increased by over 500% in under 120 days.
The most cost effective option to acquire expert local knowledge, and real time market intelligence is to establish a Foreign Affiliate where in many cases, the cost to operate an Offshored Sales and Customer Service office is a fraction of a full time international sales representative traveling from Canada.
XPM has a proven track record in affordable lead generation, and new customer identification, by creating hybrid, high performance teams.