Selling a product usually takes one of two routes - either seller finds the buyer or buyer finds seller. Here seller means manufacturer/producer and all its representatives in the distribution channel like agents, distributors etc. As exporter - your sales strategy for overseas markets should draw input from both sources.
In previous article, we discussed the first route - how to locate buyers from various resources including desk research. In this article, we discuss how to attract buyers towards your product.
The buyer community does not know about you or your products. In order to help them locate you - your visibility must increase. You have to make the job of locating you simple and convenient. Some of the way of achieving that are
Advertisement in print and electronic media is an excellent way of increasing visibility and brand building in domestic market. However, most of it is impractical for overseas markets for obvious reasons. Most small and medium enterprises (SME) can not afford to look beyond small advertisement in overseas trade journals or association newsletters
Direct mail campaign was perhaps the only affordable promotion tool in pre-internet days. Though e-mail has taken most of its sheen today - printed letters still remain a viable promotion tool in this age of large scale spam and e-mail-based viruses. For more information on direct mail, specially how to write an effective sales letter please read Faida Article series on Writing Effective Sales Letter
The Internet is a huge market place where millions of visitors are surfing through billions of web-pages everyday. The most effective and in-expensive way of making yourself visible today is to make best use of Internet. The challenge lies in promoting your business web site in such a way that potential buyers visit your web-site, make contact with you and ultimately buy your goods and services.
A business can use a range of online marketing techniques to promote and advertise its web site and its products. Let us examine the tactics typically used to attract visitors to a site
Visirors of Your Web-Site
Contrary to popular belief - web-site promotion does not start and end with search engines. True, search engines play extremely important function in making your web-site visible, but it will be a mistake to overlook other avenues of getting quality visitors
Let us examine from where site visitors come from and how to maximize each traffic channel:
Happy and Productive Surfing
Dr. Amit K Chatterjee
- Newsletter on Business Opportunties from India and Abroad
Vol: 6, Issue 10
; September 2' 2005