Getting Paid For Your Order

Protecting yourself: Every sale you make has some risk that you will not get paid. The key is to bring that risk down as low as possible. Do not put your company at high risk of not getting paid just because it's such a large order, or you really want to break into the US market, or the buyer makes promises about the future.

If you do not know the company you can research them with Dunn and Bradstreet (www.dnb.com).

E-commerce in the US

E-commerce was  7 percent ($200 billion) of total U.S. retail sales last year, according to Forrester Research. And this figure will increase year by year as more customers become used to buying from web sites such as amazon.com.

What does this mean for exporters worldwide who want to sell to US importers? It means you should include online importers in your marketing campaign. Too often exporters just think of the physical store. But more and more US consumers are buying online. It offers them a better selection, the convenience of shopping right from their home, and the goods are delivered to the door.

Working As An Agent For A US Importer

If you know enough manufacturers and suppliers in your area you might think about becoming an agent. This job is also called middleman, representative, buying agent, commission agent, and mercantile agent, or broker.

As an agent for suppliers you would contact US importers on behalf of one or more suppliers in your area. If you get an order for your supplier you get a commission of the sale.

Selling Through Your Web Site

Before your web site is designed you must first have a web site address (also called a URL) and several email addresses that go with this web address. Try to make the web site address as close to your actual company name as possible.

Starwatch Food Company should be www.starwatchfood.com. If a prospective buyer knows your company name make it easy for them to guess your web site address.

Be Persistent In Your Marketing

To be successful finding US buyers using direct marketing you must have an effective sales letter and be persistent. Do not send just one sales letter. Send a new sales letter every six months or so to each of the importers on your mailing list. Many importers like to see that you really want their business.

Some may contact you from your first letter. Others from the second letter. After seeing your sales letter on their desks again and again the importers will start contacting you and you will develop a strong customer base.