Exporting requires a preparedness that 99% of U.S.A. companies are not ready for.  Upon receiving an inquiry from abroad, the first step is due diligence.  The second step is to provide a seemingly inordinate amount of detailed information. 

Performing the due diligence is the easy part.  Just ask what other similar products the inquiring company has distributed before and what success have they had with it.  They should be able to provide evidence of this success.  Needless to say, a web site that reinforces all these claims is important. 

Providing information is the hard part.  Overseas companies will ask questions you never dreamed you'd encounter.  The single most important thing to remember is to compile all this information as you are asked for it so that you have a complete package of information ready for the next inquiry.  If your survive the first inquiry, you're home free.