Exporting sounds glamorous on the surface — international clients, foreign payments, and growing volumes. But the reality is far more complex. Many new exporters get overwhelmed by operational risk, cultural gaps, and poor positioning — and they often don’t even realize their mistakes until it’s too late.
Based on real experience, this article outlines the most common errors new exporters make — and how to avoid them using proven, field-tested strategies.
1. Not Understanding Incoterms or Delivery Terms
The Mistake: Many new exporters agree to terms like FOB, CIF, or DDP without fully understanding their responsibilities and liabilities. This often leads to disputes, delays, or unexpected costs.
How to Avoid It: Learn Incoterms in detail — especially who pays for what and when responsibility transfers. Never rely solely on the freight forwarder. Understand the structure yourself.
2. Relying on the Factory for Documentation
The Mistake: Many exporters let the supplier or factory prepare commercial invoices or packing lists. Errors here can cause customs issues, shipment delays, or even financial losses.
How to Avoid It: Be involved in every part of document preparation. Review all content. Cross-check with client expectations.
3. Not Asking for Prepayment or Payment Security
The Mistake: Desperate to win orders, new exporters often offer open payment terms or agree to 30/60/90-day credit without any protection. This is risky — especially with first-time clients.
How to Avoid It: Always ask for at least partial prepayment. If clients request credit, use confirmed Letters of Credit or credit insurance to reduce exposure.
4. Sending Long, Complicated Emails
The Mistake: Many new exporters try to sound professional by writing long, over-detailed emails — which rarely get read or answered.
How to Avoid It: Keep emails short, clear, and focused on value. Use bullet points. Avoid storytelling or irrelevant details.
5. Thinking That a Fancy Office Builds Trust
The Mistake: New exporters often overspend on office decor, staff, or tech to ‘appear serious’. But clients care about execution, not decoration.
How to Avoid It: Spend wisely. Invest in what affects your client directly — catalogs, your website, certificates, and service quality.
6. Not Having a Clear Positioning or Brand Message
The Mistake: Many resellers or traders don’t explain what makes them different from the factory or competitor. As a result, clients go directly to the source.
How to Avoid It: Clarify what you do better. Own your brand, even if you don’t own the factory. Show the service value you add.
7. Avoiding Cold Calling or Personal Follow-up
The Mistake: Relying solely on emails or contact forms. Many leads are lost because the exporter never followed up personally.
How to Avoid It: Pick up the phone. Call. Ask for the procurement manager. Follow up until you get a reply or closure.
8. Not Visiting Clients or Attending Trade Shows
The Mistake: Thinking exporting is done entirely online. Relationships are rarely built over PDFs.
How to Avoid It: Attend trade fairs. Visit clients face-to-face if possible. Shake hands. Look people in the eye.
9. Sharing Too Much Client Information
The Mistake: Posting names, contacts, or sensitive info online — which gives competitors or manufacturers a shortcut to bypass you.
How to Avoid It: Use initials or general references. Show proof without exposing your client list.
10. Depending on a Single Client, Product, or Supplier
The Mistake: Building your business around one big client or one supplier can seem safe — until things change.
How to Avoid It: Diversify early. Build backup channels. Add complementary products under your own brand.
Conclusion: Exporting Isn’t About Shipping Products — It’s About Owning Your Role
Success in export doesn’t come from luck — it comes from being prepared, being respected, and staying in control. Avoid these 10 mistakes, and you’ll save yourself from the most expensive lessons in international trade.
You don’t need to be perfect.
You just need to be smarter than most.
Authored by Smartcon Int’l. Trade & Marketing Ltd. on 08.05.2025. All rights reserved.