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What U.S. Entrepreneurs Should Know About Exporting Now

Laurel Delaney, founder of GlobeTrade.com, has been helping entrepreneurs sell abroad since 1985. The Chicago-based consultant’s new book, Exporting, is being published this month by Apress. I recently spoke with her to elicit advice for business owners who want to export. Here are edited excerpts of our interview.

Fewer than 1 percent of U.S. companies export. What made you want to write this now?
Not enough entrepreneurs and small businesses really know how to export. The Internet has been a game changer for anyone who wants to do business internationally. How do you reach customers? What do you do as a small business owner to have the world find you? Once you find those customers, how do you get paid? Once you get paid, how do you get the merchandise or the service in the hands of a potential customer?