Tool International

Tool International

Easy Small Business Strategy Strengthens International Client Relationships

If you implement a systematic case study plan at the time of sale, you will get several case study elements. Some of your clients may not be willing to commit to a full case study. Not to worry. There are three variations of the case study.

1. The most sought after is the long format case study with the full story and results outlined. This can be used printed out or in PDF format online by your sales teams, on your website and even as a call to action.

2. A short story testimonial is a few short paragraphs long. It can be used in your monthly newsletter, your ezine, in a sidebar in your promotional material online and offline.

3. The shortest form is a quote. Some quotes can be as long a short story testimonial. The more specific the quote the better for you, highlighting the type of information you would have in a full length case study. Quotes are the most versatile benefit of having a systematic case study plan. These can be used to build your credibility in almost all of your international communication tools.

Remember to ask for permission to use your client's full name, location and some contact details if possible. A quote without at least the name and location will lack credibility. Photos and audio testimonials are great to add as well and can add even more appeal to your online marketing.

And what happens if your international client says he is not interested in your case study program when you mention it to him at the time of sale? Or what if you forget to ask? Follow up at the appropriate time, when enough time has elapsed for him to evaluate your product and ask him another question.

Ask him for a referral. Does he know of any other companies in his country who could benefit form your product?

All of this dialogue with your international clients will be easy. It will create dynamic relationships with your clients. And you will learn more about your international markets.

Use this action-incentive tool in addition to the prospect-generating monthly international communication tools discussed last week as part of your International Business Development Strategy.

Case studies are the first of seven action-incentive tools. How can the other six action-incentive tools help your international business?

Are you committed to speeding up your international sales cycles?

Learn how to combine cross-cultural marketing tools and international sales strategies for faster sales.

Join us on the International Sales Road Map.

Would you like to develop your international business?
Are you a beginner at international sales and marketing?
Read the Beginners Guide Discover Your International Business.

About the Author

Cindy King
Cross-Cultural Marketer & International Sales Specialist

Over 25 years field experience in aligning cultural offers for international sales.

International content strategy
Custom publishing in English to build international markets B2B international lead generation

40km south of Paris, France - GMT+1
Cell: +33 6 98 91 86 11
Follow me on Twitter
Get International Clients

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