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Small BusinessCommerceOmnichannel


5 TIPS FOR SELLING PRODUCTS INTERNATIONALLY

PayPal Editorial Staff

PayPal Editorial Staff

November 09, 2021

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Whether you’re selling erasers or carburetors, we can probably guess one of your
biggest business concerns: finding and attracting new customers.

The good news is that a world of potential customers is out there, just waiting
to buy what you’re selling. You just have to think a little more globally.

If you have any doubts that selling internationally is a real opportunity for
your business, just look at the numbers: according to a Forrester Research,
cross-border B2C e-commerce is expected to more than double to reach $629
billion by 2022.1 And with broadened Internet availability, buyers in developing
– and even established – markets will have better access to businesses that sell
products online all over the world. Businesses just like yours.


 1. 1FIND YOUR TARGET MARKETS
    
    Like any new venture, selling internationally requires you to do your
    homework. Your first step is to learn who your international customers are,
    what they buy, and how they shop.
    
    * Gather market intelligence. Start by looking at your own data to see from
      which countries people are already buying your products. Try expanding
      your reach into these markets, even if only to test selling specific
      products.
    * Research demand for your product and local buying trends. To help inform
      your target markets, look into the top countries that have strong demand
      for your product and niche specialty. Is there demand or a gap in the
      market? Are there specific holidays during which your product might be
      popular? While you’re at it, try to learn as much as you can about
      consumers’ spending patterns and from which countries they typically buy.


 2. 2CONSIDER HOW CUSTOMERS WANT TO PAY
    
    Next, start thinking about how you’ll get paid. And as you research payment
    providers, consider how your buyers prefer to pay, and a payment provider’s
    reputation.
    
    * Research local buyers’ preferred payment methods. These vary significantly
      depending on the country. It probably won’t surprise you that most people
      prefer paying in their local currency. Some payment providers will let you
      list products in a number of different currencies. If you can’t offer
      payment in local currency, make sure to give a currency conversion so
      customers can see what they’re paying.
    * Choose a payment provider with a reputation for security. Look for a
      payment provider with a strong global reputation. PayPal, for instance,
      consistently ranks among the top payment methods buyers choose for
      international payments – because it’s a secure way to pay.2 For
      businesses, we’ll give you access to local funding methods, without the
      hassle of having to open multiple merchant accounts overseas. You can
      accept payments in more than 200 markets in 25 currencies.3 And it’s
      already built into the top ecommerce platforms and carts, so setup is
      easy.


 3. 3PAY CLOSE ATTENTION TO REGULATIONS
    
    Of course, selling internationally brings a whole new set of rules. Once
    you’ve decided where you’ll sell, take the time to look into specific rules
    and regulations for that country. A few key areas to consider:
    
    * Duties and taxes. Find out if duties and taxes will affect the prices of
      items you plan to sell in target markets. Make sure you understand the
      rules that apply to your products so you can let your customers know about
      any expenses they’re expected to pay from the outset.
    * Customs. All your international shipments will have to make their way
      through customs, the agency that regulates shipments entering a country or
      region. Each package will need a customs form on the outside; some
      shipping services even help take care of this – do some checking to see if
      yours does.
    * Free-trade agreements. These agreements are good news for international
      sellers because they help reduce or eliminate tariffs for some products.
      The US has agreements with 20 countries, and while taking advantage of
      these agreements might mean more recordkeeping work for you, the savings
      are worth the extra effort.


 4. 4THINK ABOUT SHIPPING AND RETURNS
    
    The best practices you already apply to shipping are even more important
    when selling internationally.
    
    Set clear delivery expectations. International shipping can take longer and
    cost more for customers, so it’s vital to keep them in the loop. Give
    accurate delivery estimates based on country and list shipping costs in an
    easy-to-find place.
    
    Establish a return policy, and when putting your policy together, consider:
    
    * Any requirements as detailed by local consumer laws.
    * Refund stipulations, like when you’ll issue them and whether you’ll give
      store credit or a cash refund
    * Time limit for returns
    * Restocking, return delivery, or other fees.


 5. 5PLAN YOUR MARKET ENTRY
    
    When you sell products online, you have several options for entering the
    international market, including:
    
    * Starting small on an existing online marketplace. Established sites like
      eBay can often give you better reach for lower cost. They allow you to
      test demand for your products before committing a large sum to
      re-developing your site. Also, consider other online marketplaces that may
      be popular in your target market.
    * Optimizing your current website. A slightly more advanced option is to
      optimize your current website for international buyers. You can start by
      simply highlighting your ability to accept international orders with
      information on countries served and the shipping costs. Once you have more
      experience, you can look into listing your products in local currencies
      for those with a non-US IP address, and maybe eventually install a
      multi-language toggle for your website.
    * Creating a custom website for certain markets. The most advanced option is
      to build a website designed to appeal to specific overseas customers. This
      can include investing in a local domain name. The products and strategies
      that work in the US may not necessarily work in other countries, so a
      targeted website gives you full flexibility to test the best presentation
      of your items. It’s also a chance to optimize for the most popular search
      engine in the country in which you’re selling. (It might not be Google.)
    * If you take this route, just remember to test the experience, so you make
      sure that elements like text translation, currency conversion, and
      calculation of delivery costs work correctly.

Your future customers are waiting.

Like traveling abroad, selling products online abroad is an adventure we highly
recommend. It has the potential to expose your business to new countries,
cultures, and most importantly, customers.



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