What are the challenges in exporting my services profitably?
Marketing services is very different from the process of marketing goods, largely because services are intangible and require the consumer to pay (or promise to pay) in advance before the completed service can be “inspected.” Therefore, customers usually seek out recommendations from those they know before trying a new service provider. Some major challenges to service exporters are: a. Lack of credibility in the foreign market What you can do to overcome this is: b. Focus on building your firm’s credibility in the foreign market before promoting your specific service. c. Make sure that your promotional materials are world-class and portray the image you are trying to project, as this will reinforce your competence. d. Ensure that your firm’s principals (senior management) are willing to travel to build relationships with potential customers abroad. e. Build a strong base of contacts and “advocates” who would be willing to recommend your services. f. Be visible at conferences or throug
