basic-guide-to-exporting_Latest_eg_main_086196

Here are a few suggestions.• Expect some inquiries to have grammatical or typographical errors; the writermay know English only as a second language.• Reply promptly, completely, and clearly. The correspondent naturally wants toknow something about your company before a transaction takes place. The replyshould establish your company as a reliable supplier by providing a short butadequate introduction to the company, including bank references and othersources that confirm reliability. Your company’spolicy on exports should be stated, includingcost, terms, and delivery. Your company maywish to respond with a pro forma invoice (seeChapter 13).• Enclose information on your company’s goodsor services.• If the company needs to meet a deadline,send the information by e-mail or, if preferred,fax. Unlike telephone communications, thesemethods may be used effectively despitedifferences in time zones and languages.• Keep a record of foreign inquiries. They may turn into definite prospects as yourexport business grows. If an intermediary handles exports for your company, theintermediary may use the information.Learning about Potential ClientsThink about how nicelyyou’d like to be treated byanother company. Oddsare, your internationalbuyers will appreciatesimilar treatment.There are many ways for a U.S. company to research a foreign company beforeconducting any formal business. By using available resources, your company can savetime and money.Business LibrariesSeveral private-sector publications list and qualify international companies. There arealso many directories devoted to specific regions and countries.International BanksBankers have access to vast amounts ofinformation on foreign companies andare usually very willing to assistcorporate customers.Foreign EmbassiesForeign embassies are located inWashington, DC, and some have consulatesin other major U.S. cities. The commercialThere are many ways to track andutilize resources. Your local U.S.Commercial Service office canwork with you to find a solutionthat works for your company.194U.S. Commercial Service • A Basic Guide to Exporting