Why Your Products Fail to Impress Global Buyers

Is Your Client Bargaining Hard with You?
Is Your Client Asking for Orders at Very Low Prices?
Is Your Client Mentioning Competitors and Demanding Credit?

If you’re facing these problems, the issue isn’t with your client—it’s with your product or service. Let me explain in detail.

Many exporters struggle because they keep selling the same products to the same customers without understanding the market.

If you want to stand out from your competitors, you need to create a unique selling proposition (USP) and provide real value to your customers.

Let’s dive deeper into this.

The Common Mistake: Selling Without a Plan

Many exporters open fancy offices, hire big teams, attend international trade shows, and get excited about every small challenge, even traveling abroad for it.

Despite all these efforts, they often see no positive results. Why? Because they don’t understand the market’s needs, challenges, or opportunities. Without this knowledge, they can’t offer anything unique or better than others. They also fail to understand what clients truly need, what the current market demands, and what challenges exist. As a result, they start working in the wrong market with the wrong strategy, without adding any value to their products.

For example, if every exporter offers the same product at a similar price, customers will always choose the cheapest option or demand credit. This creates a cycle of low profits and tough negotiations. To break this cycle, exporters must think differently.

Let's talk about the solutions

• Understand the Market:

  
  a) Pick the Right Market: Before spending any money on infrastructure, do thorough research. Study the last 5 years of market trends, understand the different quality levels of products sold in your target market, learn about your competitors, and know the certifications you need.
  b) Research Your Customers: After choosing your target country, study what clients and the market need and what challenges they face. For example, do they want faster delivery, certified products, better quality, or flexible payment terms? This knowledge helps you tailor your products or services.

• Create a Unique Selling Proposition (USP):

  
  a) Build Your USP: Once you understand your market and clients, create a USP that sets you apart from competitors. It could be higher-quality products, better pricing, faster shipping, excellent customer service, or eco-friendly packaging. A strong USP attracts customers and reduces price bargaining because they see the value in choosing you.
  b) Improve Your Offerings: Enhance your product quality, packaging, or delivery processes to stand out.

• Offer Value:

  
  a) Save Customers Time, Money, or Effort: For example, offer reliable after-sales support, low minimum order quantities (MOQ), door-to-door delivery with duties paid, or easy online ordering. These make customers choose you, even if your prices are slightly higher.
  b) Provide Great Service: Ensure clear communication, quick responses, and reliable support.
  c) Showcase Your Strengths: Highlight what makes you unique, like speed, reliability, or personalized service.

The Benefits of a Strong USP

When you understand the market and develop a USP, you:

• Attract more customers without competing solely on price.

• Build lasting relationships with global clients.

• Increase profits by offering unique value.

• Stand out at international trade shows and in online markets.

Conclusion

Exporters worldwide cannot succeed by selling the same products without a strategy. To thrive in competitive global markets, you must analyze customer needs, create a USP, and offer unmatched value. Stop relying on outdated methods and start focusing on what makes your business unique. With the right approach, you can turn challenges into opportunities and grow your export business.

If you’re unsure how to create a winning USP for your export business, feel free to reach out to me directly for guidance.

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That’s it for now. Catch you in the next article!

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