Calling GM Businesses - Selling your Services Overseas

Did you know the UK is the 2nd largest exporter of services in the world?

As of 2023, the UK exported a c. of £470bn worth of services, of which 64% were services exported to Rest of the World, and the USA being our main exporting market accounting for 28% of that. The EU in the other hand makes up for 36% of the total UK’s exports. Greater Manchester exported in 2022, a total of £13.3 bn (exc Travel) making for 60% of the region’s total exports. The sectors driving exports were financial and insurance (38.57%), followed by other services (30.88%) and transport and storage (22.95%) - making for 92% of the total exports.

Other services include a wide range - from research and development services, to legal, accounting, management consulting, advertising, architectural, engineering, scientific and other technical services to mention but a few. Considering GM’s economy is highly service led, there will be a plenty of companies in the region which may not think they are exporting or could be exporting.

Expanding your service-based business internationally can be highly rewarding but requires careful planning. Below are key steps, considerations, and tips to help you succeed in selling services abroad.

Key Considerations

1. Understand Your Target Market

• Research cultural differences, consumer behaviour, and demand for your services.

• Identify the ideal customer profile and their pain points.

•Analyse competition in the local market

• Connect with other successful exporters, learn from their experience. The Chamber and partners such as DBT, can connect you with Export Champions who are keen to support others to help them succeed.

2. Compliance and Legal Requirements

• Understand tax regulations and business licensing requirements.

• Consider local employment & immigration laws if hiring staff overseas or sending staff to deliver services overseas.

• Protect your intellectual property (IP) by registering trademarks if necessary.

• If your service requires you to also export equipment or tools, either on permanent or temporary basis, make sure you also are aware of customs regulations of sending these abroad. For instance, if you are repairing a machine you sold and taking tools with you, then you may need an ATA Carnet for a temporary export.

3. Pricing Strategy

• Consider exchange rates and local pricing from competition and expectations.

• Account for additional costs like international taxes, transaction fees, and currency fluctuations.

• Offer flexible pricing models that suit the local economy (e.g., subscriptions, hourly rates, or project-based fees).

4. Payment Processing

• Banking readiness - Make sure you can provide overseas customers way to pay you in different currencies. (e.g. Bank account in USD or EUR)

• Choose international-friendly payment gateways like PayPal, Stripe, or Wise.

• Offer multiple payment methods, including credit cards and local digital wallets.

• Be aware of foreign transaction fees and processing times.

5. Marketing & Branding

•Localize your website and marketing materials to fit the language and culture. GM Chamber can help you get connected to expert translators and marketing agencies to support your growth.

• Use social media platforms popular in the target country if applicable (e.g., WeChat in China, WhatsApp in Latin America).

• Build trust through testimonials and case studies from clients in that region.

• Make sure you already have a strong USP in the local market which you can leverage in international markets.

6. Establishing Trust & Credibility

• Obtain relevant certifications or accreditations recognized in the country.

• Partner with local influencers, affiliates, or consultants.

• Offer free trials or discounted initial services to build relationships.

• Attend relevant trade shows and/or exhibitions which aligned with your service

• Ensure you visit your local partners regularly and maintain regular communication

7. Logistics & Customer Support

•Set up a local contact point, such as a virtual office or local representative, who is well connected and understand local regulatory frameworks applicable to your service(s)

•Provide multilingual customer support.

•Ensure compliance with data protection laws (e.g., GDPR for Europe).

Top Tips for Success

• Start Small & Scale Gradually – Test the market with a few clients before a full-scale expansion.

• Leverage Local Networks – Join business groups, chambers of commerce, and online communities. GM Chamber can connect you with regional and bilateral chambers across the world!

• Use Freelancers & Contractors – If hiring full-time staff is costly, consider local freelancers.

• Invest in SEO & Digital Advertising – Optimize for local search engines and use targeted ads.

• Monitor Performance – Track key metrics and be flexible to adapt your strategy.

By following these steps, you can successfully sell your services overseas while minimizing risks and maximizing growth.

Ready to start your global journey?

Greater Manchester Chamber of Commerce works closely with different stakeholders in the region, and together, we ensure you access support in every stage of your internationalisation journey. Simply get in touch at international@gmchamber.co.uk!