Alberto Scanziani - Temporary Export Manager - Exportconsultant.it

In this period of market stagnation, generating Leads is extremely difficult because Companies lack the fundamental trigger: the Need. However, there are five measures you can take to avoid being passive and accelerate the virtuous process of Lead Generation as soon as conditions become favorable again. #errorfreeExport #leadgeneration

Most manufacturing Companies have an overwhelming confidence in the value of their products, forgetting that customers have a different perspective and are also attracted to products from other Companies. For this reason, it is necessary to build effective communication, which in the initial phase of approaching the customer, is more decisive than the product itself. #errorfreeExport #communication

The main advantage of market segmentation for a Company is the ability to create specific communication for each segment, thus becoming more attractive. Not only that, but it can also highlight a value proposition specifically designed for each segment. #errorfreeExport #exportconsultant

If you can effectively articulate your company’s Unique Selling Proposition, you do not need to read this post. I, on the other hand, often struggle to define the USP for my client companies and must delve deeply to arrive at a solution that yields results: thus, I share my reflections, hoping to receive others in return. The major problem is that SMEs believe they have developed a USP: however, it is identical to many others and, in numerous cases, is a commodity. In short, it is not easy to get to the bottom of it...

I'm specialized in business development in industrial goods with relevant technical contents, such as mechanical components and machining, rubber & plastics, fluid power, steel industry. I help either Italian SMEs to expand abroad or foreign Companies to make business in Italy. I own the blog #errorfreeExport

When I introduce myself as a Temporary Export Manager to a Company, the primary obstacle to overcome is initial distrust - an innate reaction to the Unknown and the risks it represents. In reality, this also occurs when a Company needs to hire an employee: this is why there are several steps in the hiring process, such as requesting references, conducting tests, and finally, the test period. What can a professional like me bring to the table? Generally, the emphasis is on the CV, LinkedIn profile, references and endorsements (if available and credible), and above all, the successful results achieved in assignments carried out in similar market contexts. This is my (our) usual narrative. On the other hand, the company asks for: - General export competencies - Specific sector skills - Short-term results - Self-assertion and brand promotion - Security, support, and confidence The Company's narrative is driven by the search for certainty. How can these two perspectives be reconciled? We are facing two never-coinciding positions, divergent narratives. Interests and expectations are different. Even the methods and criteria for measuring work results will differ. Of course, common ground will be found along the way, and trust will eventually be established. But it takes time, and the initial barrier remains. It is as if the two parties - the professional and the Company - speak different languages and lack a tool to decode the messages and get on the same wavelength. Well, today, this tool exists and is called Export Import "EXIM" Manager UNI 11823:2021 Certification. The standard certifies that the EXIM Manager has dozens of skills and abilities beyond any possible subjectivity; it is: - Impartial - Objective - Non-self-referential - Unassailable - Virtuous It is the synthesis of the two opposing narratives, therefore advantageous for both parties. It can replace CVs and various social profiles because it is an objective and unbiased recognition by a third-party Certification Entity that confirms the existence of what the Company is looking for. #errorfreeExport

In una strategia di export è determinante costruire una #brand identity dell'azienda. A mio avviso ciò deve avvenire su due livelli, come proposto in questo post del mio blog #errorfreeExport