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How to Sell Your IT Export Services to the US?

How to Sell Your It Export Services to the US
anoosh-kotak
Anoosh Kotak5 January 2024

Indian sellers often plan to export their IT services to the US market to scale up. While earning in dollars is lucrative, you may not be prepared for challenges like a more demanding market, cultural differences, new compliances, exchange rate fluctuations, pricing issues, etc. 

It’s daunting for a new exporter to break into a new market. While the basics of an export strategy are similar across geographies, let’s briefly outline a few tactics and considerations that might come in handy as you break international boundaries and sell to US-based clients.  

Market Research and Analysis

  • Thorough research: Study the US IT services market to understand the size, trends, and growth projections for your specific services. At this step, you can also analyze competition and key players, too. 

  • Break it down: Since the US market is huge, identify the target segments and niches you wish to sell to. It isn't wise to treat the US market as a uniform market. For instance, the California region will have specifics that are different from the Midwest.

  • Get specific: Determine your customer segmentation based on the product, sector, and demographics you aim to target. Keep your marketing and selling strategies focused, one region, and one audience segment at a time.

Tailoring Your Services to US Market Needs

The US markets allow a business to enter and establish itself in two ways – direct selling to buyers, setting up a partnership with an American business, or using a manufacturer’s representative. In the former case, this end user can be a company, a government body, or an individual. 

As an IT exporter to the US, here are a few quick fixes that can come in handy while setting up your business:

Tailoring Your Services to US Market Needs

1. Highlight how your IT services can solve specific problems faced by US businesses.

2. Showcase your unique value proposition and competitive advantages to your US prospect.

3. Each client has unique demands and preferences. Adapt your services to match the communication style, meet-and-greet practices, and other preferences.  

Sync your product with the demand proposition of customers. Research and find out the products and services allowed in the US markets and concerns such as:

products and services allowed in the US markets
  • Certifications and licenses
  • Product labelings
  • FTC and FDA laws related to product labeling 
  • Product liability laws
  • Technical regulations 
  • Packaging requirements 
  • Trademark and copyright infringements
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