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Hi, I'm Dmytro Shvets, your host at The Start Global Insights, where I interview experts

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from different countries about local business secrets and international expansion experience.

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Hello, shalom, hej, buenos dias, konnichiwa, assalamu alyekum, labas and vitayu.

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And this is not to show you and to brag how many languages I know, because actually

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most of these languages my vocabulary is close to zero.

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But it is to show you how long was this year and how many countries we have been virtually

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visiting with you.

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There were 19 episodes and we have explored and got insights from local experts from Denmark,

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Ukraine, UK, USA, Israel, Canada, Japan, Lithuania, UAE and finally Colombia.

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And you know what, listening and editing all these episodes for you, I noticed that there

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are some commonalities about all these markets.

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And in this wrap-up episode I wanted just to summarize several of them, mainly three

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main points that will help you to enter actually any market in the world.

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So let's go through some points that are similar in all countries.

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And the first point is trust.

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Yeah, this is what you need to enter any country.

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Though to earn this trust you may face different approaches depending on the market.

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For example, in Colombia and UAE, I suppose also in Ukraine, but to a lesser extent, you

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need to establish more personal relationship with your local partners.

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And it may take a while.

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Because in these countries relationship is first and business goes only after that.

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And in Denmark or Sweden you will get the benefit of the doubt upfront.

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And you will have it till you fail to deliver your promises.

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So I urge you not to do that because it would be actually the end of your sales in these

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countries.

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The second point is knowing the rules of the game.

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That means that actually before going to any market, you need to know what is going on

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there.

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Yeah, so you need to analyze the market, you need to know how many and what stakeholders

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are at this market, what the stakeholders may be your potential clients, what do they

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expect from you, what are their needs and relations in the market.

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So you need to make your homework very well.

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And you can say that this is very obvious, but in my experience, my clients or the participants

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of my learning programs not often do that before doing their expert activities.

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And doing these expert activities, they actually understand the market.

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But this is quite expensive way of doing that.

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And what is most interesting that today you can do that easily from your office.

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There are a lot of sources in internet.

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So you can just go to Google, search and understand how the market works, not even visiting that.

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So knowing the rules of game is very, very important.

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And to recap on that, you can listen to episode 4 of season 2 from July 26 of this year and

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get a short explainer on how to research a foreign market in easy steps.

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And episode 13 of season 1 from January 18 with quick tips on how to choose your focus

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market abroad.

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Because your resources are always limited.

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So you need to be really focused and have the efficiency with all your resources available.

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The third point is the B2B sales cycle.

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Because even if you are selling to B2C in your local market, in most cases, when you

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are going global, you will be selling through partners, through local partners that you

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will find.

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And this is already B2B business to business market.

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And disregarding the country, this sales cycle is very long.

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It depends on the country how long it is.

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Like it may be up to two years in UAE when you are like one year you are drinking tea

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and then the next year you are starting to talk about business up to 9 to 12 months in

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Denmark or Canada.

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But the sales cycle is surely long enough everywhere.

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This happens because of the two first points that I mentioned above.

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You need time to understand your market and you need time to establish your connections

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and network and to earn trust to make business.

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To get more insights on how to generate leads in B2B, sell and negotiate, you can listen

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to the following episodes from this year.

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Episode 16 of season 1 from the 1st of March, How to generate international leads.

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Episode 11 of season 2 from November 15, How to sell globally B2B sales experts insights.

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And finally episode 8 of season 2 from September 20, a very interesting conversation about

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negotiation internationally with Linda Nech, a lecturer from Harvard and Stanford and negotiation

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practitioner, from which you can understand the basics of Harvard Negotiation Project

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or interest-based negotiations.

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So that were three main points that you need to know by entering any market in the world,

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any country, trust issue, preparation analysis of the market and long sales cycles in B2B,

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so be prepared for a marathon, not for the sprint.

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The world is big and so many countries are yet unexplored.

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That's why the next year we will fill with even more exciting episodes.

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I will take a little break and will come back to you in the second half of January with

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more interviews and insights from local experts.

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I want to thank you for being with me and listening to my interviews.

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And special thanks to those of you who are leaving your comments and reviews in YouTube,

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Apple Podcasts and Starglobal webpage and to me personally.

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Your feedback makes this show go on, so don't hesitate to subscribe to Starglobal Insights

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and you can do that on all major podcast platforms.

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And please share that with your colleagues and friends and don't forget that you can

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influence this show with your questions.

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So please send me them in email.

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Like what countries or topics would you like to listen about in the next year?

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Because this show is for you, so you can choose what we will talk about.

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Or maybe you will have some specific questions about the international expansion, so I will

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try to cover that either by myself or with the help of subject matter experts.

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You can write your questions to an email podcast at start minus global dot biz podcast at start

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minus or dash global dot biz or leave your comments on YouTube, Apple Podcasts or Spotify.

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I am reading all of them and so you can leave your wishes for the next year there.

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It was a pleasure working for you this year and I would like to wish you a Merry Christmas

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and a Happy New Year.

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I hope next year will finally bring peace and victory to Ukraine and there will be even

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more opportunities for international trade for you and for your businesses.

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Stay tuned for the next year of the international expansion with the start global insights.

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Take care!