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If you have a very good communication and want to express to him what is your end goal he/she will surely be interested in your company and your products.
Location doesnt matter just keep in mind all rules and approach which is used in their local market and keep it interesting so that you get deal soon.
The most important factor to be considered is the time gap. So initially when you start up , figure out a time which is convineant to both the client and you. If this gap is covered up everything else will fall in place.
Timing is of course important, but depending on the deliverable in question your time gap may become less important.
When starting out I found it difficult to deal with the physical distance. When you have never met or spoken with someone in person it is very difficult to judge their attitude based on their use of language in a professional context. By nature business language is impersonal and thus may seem harsh due to the lack of body language.
So, because of lack of physical communication the important points are:
Diplomacy – Do some research on the client if you can, understand their M.O.
Time Zones - Take time zones into consideration in all communication
Culture - Preferably do some quick research into their culture. Remember that what you read about culture often states one extreme so don’t take cultural facets as the alpha and omega but take it into consideration.
Personality – Don’t be afraid to show some of your own personality into communication, this will help them relate to you. (Don’t show them pictures of your dog, but comments like “I prefer to personally review budgets before a project.” Can go a long way.)
They are people – Just because you have an international client does not mean that they are very different from local clients, your standard customer care (probably the reason they chose you over local competitors) should do the job.
