Organiser: Department for International Trade
Date: Thursday, October 25, 2018 - 13:00 to Wednesday, December 5, 2018 - 16:00
Address:
Coventry & Warwickshire Chamber Of Commerce
Cheetah Road
CV1 2TL Coventry
Eventbright

Whatever your size or sector, the rewards from selling your products or services overseas can be huge. West Midlands Chambers of Commerce ERDF SME International Growth Project along with the Department for International Trade are hosting a series of Masterclasses designed to give you the support to grow your business on a global scale…

We would encourage you to attend all three Masterclasses however if you only wish to attend one or two, that’s no problem and this can be selected through the booking process.

1. How to increase your export sales (25 October 2018)

Building your Selling Overseas Value Proposition on the canvas provided

How to upsell to your existing international client base

Methods and techniques to identify new clients

Understanding Export Markets and Drivers

Ways of building greater brand awareness/reputation amongst overseas buyers

Opportunities to sell through different channels

How to make the most of Department for International Trade networks and overseas contacts

Writing and submitting tenders and formal proposals

Preparing for a market visit(s)

Mitigating your export growth risks

Following up and getting feedback with different cultures around the world

2. International negotiation skills (22 November 2018)

Understanding in different cultures what a “negotiation” is and the “ “8 steps to successful negotiation” involved

How to understand and negotiate with differing body languages around the world

How to plan effectively for improved results

Applying the Value Proposition Canvas (introduced during the “How to Increase Your Export Sales Masterclass”) to create and claim value in a negotiation

Consideration of different cultures business styles and the impact this has on negotiations

Identifying potential biases and other factors that can affect outcomes

How to and when not to use influence to improve the outcome

Identifying when not to negotiate

Agreeing “The Deal” skills

Effective following up techniques

3. Pitching your business to an international audience (05 December 2018)

Understanding your target export market(s) and drivers

Research your audience and ensure you are aware of their business style, culture and market

Pitching for Export Opportunities via .gov.uk Export Opportunities services platform

How to clarify and communicate your Unique Selling Proposition (USP) when pitching using your Value Proposition Canvas work

Introducing your company - getting the pitch and positioning right both in writing and verbally

Writing and submitting tenders and formal proposals

Inspiring presentation skills

How to make the most of Department for International Trade networks and overseas contacts during a market visit pitch opportunity

Following up and getting feedback with different cultures around the world

Selling Overseas Value Proposition Canvas:

All three Masterclasses use, reference and apply the Selling Overseas Value Proposition Canvas (pictured below) which will be given to participants during the first Masterclass and will be referred to throughout the series.