I’ve been having discussions about the difficulties of selling African products to non-Africans for years. As I mentioned in my post about African affluence, and Benin expanded upon in his post on advertisers ignoring Africa, there are many hurdles that come with proving the worth of an Africa-focused product of service, especially when it comes to non-Africans. But while many of us can certainly make a good living selling our products to Africans alone, there is also a need to introduce the non-African market to those same products. While I certainly don’t feel all African companies have to pursue non-African customers, there is a strong market for bridge products outside the continent. I’ve compiled 5 tactics that I’ve used in the past in approaching a non-African customer with my products. I use the term non-African consumer/customer, to refer to consumers/customers who would not otherwise engage an African product or service in their everyday life. While some products might not be the most culturally traditional, it is an easier sell to Africans than it is to non-Africans. Keep in mind though, that a product or service cannot be everything to everyone. Look at the Gap’s recent identity crisis and sales slump. If you are thinking about selling to non-African customers here are five tactics that might help.
1. Assume you’re entering hostile territory. Get ammunition.
Just because you are willing to share your African culture and heritage doesn’t mean others are willing to buy into it. They might not even think your product has any relevance to their normal product buying patterns. Instead of arguing why they should embrace a new culture, convince them of how your product fills a need they might already have. Do as much research on the customer’s buying patterns and look for gaps that your product can fill. Research, research, research.
2. Target culture bridge builders first.
A good way of adding non-Africans to your customer pool is to first identify and target cultural bridge builders. Take a look at your customer database ( I assume you have one) and pick out those non-African customers who have already bought your products. Invariably, those non-Africans are people who are already familiar with Africa beyond what they see on the news, and many times they are eager to share their culturally diverse knowledge with others who might not be familiar. With a little research you can find ways of building up that customer base and empowering them to convince other non-Africans why and how to adopt your product.
3. Connect the dots with familiar non-African products.
A large part of the process when it comes to selling African products to non-African consumers is convincing them your product is not so foreign. Many times new customers will resist your product based on unfamiliarity. It’s up to you to guide them into familiar waters, and one way of doing that is to compare your product to a more familiar product. While many of us entrepreneurs like to believe our products or ideas are brand new, in this case, relying on the newness of your product can actually make it a harder sell. When introducing a product that is heavily reliant on cultures that are foreign to your potential target customers, it’s better to play up the similarities rather than the differences to products that are already being used. It takes knowing the pros and cons of your product and forming a relationship with the non-African consumer.
4. Assume nothing, Explain everything.
It seems like a no-brainer, but many entrepreneurs, myself included, get so caught up in our own world that we forget that not everyone is immersed in our product or industry as we are. And when it comes to Africa-related products, we run into a roadblock when we assume others are familiar with any of our cultural references. In my experience, the products that have been able to appeal to more than just Africans, are those that educate the customer then sell to them. If we can all agree that Africa and African cultures are misunderstood, then we should also know that before you get a non-African to buy, you must explain what references are being used. Many times the more you explain, the greater value your product has with the new customer also.
5. Customer service and quality breed sales.
One of the things I learned while working at the Four Seasons and the Hilton back in college, was Americans put a lot of stock in customer service and quality. Those who live in the US know what I’m talking about. The better your customer service, the more likely the customer will buy your product and recommend it to others. Again, your Africa-related product is fighting against strong stereotypes in the customer’s mind, so the more you strive to deliver excellent customer service and impeccable quality, the easier it will be to convince your growing customer base to trust you and your company. We cannot all be perfect, but sometimes a little attention to detail can go a long way.
Do you agree? Do have any tactics to add?
The recent issue of the quarterly magazine International Trade Forum, published by the International Trade Centre (ITC), has some great articles on the cover story Changing “Brand Africa”. The online edition of the print publication, delves into the different areas that the ITC sees are integral in re-branding Africa through trade. Of particular interest is the In Pictures: Changing “Brand Africa” article which touches on various areas where change is occurring on the continent. The areas are A Stronger Role for Women, Services: A World of Potential, Upgrading Traditional Products, and Foundations for Prosperity. Articles titled Made in Africa, Investment in Africa: The Challenges Ahead, Facts & Figures: Africa’s Trade, and ITC’s Programme for Africa, join the In Pictures: Changing “Brand Africa” article, in what looks to be a promising, growing informational feature. The site says, “The articles below, from ITC, UNCTAD and IMF contributors, are the first in the series of stories on Changing “Brand Africa†that will be featured on this site.”
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