Tools and tactics in my secret sauce include:
Trade groups
Enterprise bodies
Embassies
International business networks
In my experience, you get back even more than what you put into these usually pro-bono business networks. However, you do have to be willing to do some work to engage these networks which can be time consuming.
Tip: D
on’t overlook the obvious leads. Find (and ‘interrogate’) colleagues in your company who may be from, or know, the markets you are targeting. Speak to your sales team. They may know of customers already operating in your new target market. And, I have yet to find a business person who doesn’t like to share their experiences – so long as you’re not there to ‘eat their lunch’!
Finding your first customer in a new territory