A simple guide to exporting for London-based small businesses
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Posted: Tue 29th Jul 2025
Thinking about selling your products abroad? More and more small businesses in London are exploring new markets outside the UK – and with good reason.
Exporting can open up fresh opportunities, grow your customer base and help you build a stronger, more resilient business.
But let's be honest: exporting for the first time can feel a bit daunting. You might be wondering where to begin, what rules to follow or how much red tape is involved.
This short guide is here to walk you through the basics – step by step. Whether you run an online shop, a food business or a niche product line, this is your introduction to selling outside the UK.
1. Is exporting right for your business?
Before jumping in, take a moment to think about whether your business is ready to sell internationally. Here are a few simple questions to ask yourself:
Do people outside the UK want what I sell? Do a bit of research online. Are similar products available abroad? Are they priced higher than in the UK?
Can I handle more demand? Exporting can mean more orders. You need to be sure your production, stock and delivery systems can cope.
Am I ready to learn some new processes? Exporting involves new paperwork and rules. It takes effort at the start, but it gets easier with time.
If you feel positive about these points, exporting could be a great next step.
2. Research your target markets
Not all countries are the same when it comes to demand, culture, pricing and rules. Start by picking one or two markets to focus on.
These don't need to be far away – Ireland, for example, is a common first export market for UK businesses.
Ask yourself:
Who are my potential customers abroad?
What do they expect in terms of quality, packaging or branding?
Are there local competitors doing well?
Are there any trade restrictions or high import taxes?
Here are some useful tools that could help:
The UK government's "Check how to export goods" service shows you country-specific rules.
The Chartered Institute of Export & International Trade offers support and advice for small businesses.
You might also want to speak to others who've done it before – local business networks or communities like Grow London Local are great places to start.
3. Check if you need an export licence
Depending on what you're selling, you may need a licence to export goods. This is especially true for:
Food, plants or animal products.
Technology or software with military or security uses.
Medicines or chemicals.
Most everyday products don't require a licence, but it's important to double-check. You can use the goods checker tools on the UK government website.
4. Get your paperwork sorted
When exporting goods from the UK, there are a few key documents you'll need. Don't let this put you off – once you understand what's required, it becomes part of your routine.
Here are the main ones:
Commercial invoice: this is your sales invoice showing what you're selling, to whom and for how much.
Packing list: a breakdown of what's inside each package.
Customs declaration: this tells customs what's being exported. If you're using a courier or freight company, they often do this for you.
EORI number: this is a unique number your business needs for all international trade. You can apply for free online.
5. Understand taxes and duties
Selling goods abroad may involve these costs:
UK VAT: in most cases, you don't charge UK VAT on goods exported outside the UK.
Import duties: the country you're exporting to may charge their own taxes and import fees.
It's useful to be clear about who's paying for these charges – you or the buyer. You should make this clear in your terms of sale.
During the export process, you might hear the term "Incoterms". These are standard international terms that explain who's responsible for things like shipping costs, insurance and customs charges.
Don't worry about memorising them – just make sure you and your buyer are clear about who covers what.
6. Choose your delivery method
Next, think about how your product will physically get to the customer. Your options will depend on the size and value of your goods.
Small items
For parcels and smaller shipments, many small businesses use:
Royal Mail International.
Couriers like DHL, UPS, FedEx or DPD.
These services often include customs clearance and tracking.
Larger shipments
For bulk or pallet shipments, you may want to work with:
A freight forwarder – a company that arranges shipping and handles customs paperwork for you.
A customs broker – someone who helps with the legal side of exporting.
Start small and build up. Many businesses begin by sending individual orders overseas through a courier before moving into bulk exports.
7. Price your products for export
You may need to adjust your prices slightly for international customers. Think about:
Shipping costs: will you build these into the price or charge separately?
Currency exchange: prices might need to be in euros, dollars or another currency.
Duties or taxes: will you cover these or will the customer pay?
Don't forget to check if there are any price expectations in your target market. Something seen as "affordable" in London might seem expensive elsewhere – or vice versa.
8. Promote your business internationally
Once your systems are ready, it's time to tell the world about your offer. Here's how to start:
Your website: make sure it's clear that you deliver internationally and show prices in relevant currencies if you can.
Online marketplaces: platforms like Etsy, Amazon, eBay or Not On The High Street are often set up for international trade.
Social media: Facebook and Instagram allow you to promote posts in other countries.
Trade shows and events: look out for UK export missions or trade events overseas (some even offer funding to attend).
You don't have to do everything at once. Start with one or two markets and build your presence gradually.
9. Know where to get support
You don't have to figure it all out alone. There's a lot of support out there – much of it free. Here are some helpful organisations you can look to:
Grow London Local: your one-stop-shop for small business advice and support in the capital.
Department for Business and Trade (DBT): offers free advice, webinars and trade missions for UK exporters.
London Chamber of Commerce and Industry (LCCI): provides export documents, training and business networking.
British Business Bank: offers finance options for growing businesses.
Many London boroughs also offer business support schemes, so it's worth checking your local council's website.
10. Start small – and keep learning
Exporting doesn't have to be all or nothing. Many small businesses start by:
Fulfilling international orders from their online shop.
Testing one or two countries before expanding.
Working with a distributor or retailer overseas.
Joining a small trade delegation or virtual event.
Each experience teaches you more about how it works – and helps build your confidence.
Final thoughts
Exporting might seem like a big step, but remember: thousands of small businesses across London are already doing it – many of them with no formal background in international trade.
If you've got a good product, a willingness to learn and the drive to explore new opportunities, exporting could be one of the best moves you make for your business.
Take it one step at a time – and don't be afraid to ask for help.
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