[China Glass Network] With China's outward development, more and more enterprises will face the problem of overseas marketing. I am not an expert in overseas marketing, but because of the actual work, there are often contacts, although the experience is not too much, but Really experience a lot, how to deal with foreigners, the individual slightly summed up a few points, basically still "useful."
Use intermediary companies to integrate cultural differences
Due to the differences in geographical and cultural environment, Chinese companies and foreign companies have different understandings and opinions on many things. In addition, the laws, policies and systems of different countries have different methods and processes for participating in international project bidding. Great differences, while some Chinese companies prefer to use the experience of success in China to use in international bidding, the results often get twice the result.
For example, in the Olympic project in London, I met a Chinese manufacturer who made a seat. At that time, I set up an office in London. The general manager personally took over the command for more than a year, but has yet to successfully enter an Olympic venue. The general manager often hangs a word that "we have entered the Chinese Olympic venues, there is no reason why we can't get into the London Olympics," but the reality proves that using domestic experience in bidding to participate in international competition often leads to The failure ended.
Or to return to the London Olympics project, as a private enterprise that does not have much overseas experience, we can successfully enter later, thanks in large part to an intermediary company we chose locally. Because the intermediary company has a deep understanding of the British law, culture and rules and regulations, and these aspects of knowledge, it is the lack of Chinese companies initially entering the UK.
Therefore, through a good intermediary company can help us quickly integrate these differences and help Chinese companies make up this lesson.
In fact, in the developed European and American international markets, there are a large number of business intermediaries. These intermediaries have no market in this special market environment in China, but they play a very important role in the specific market environment abroad. For many foreign companies that want to enter the country's market, these intermediaries are better "localization" helpers.
Be patient and be candid
Because of the work relationship, I have been involved in business negotiations and brand promotion of engineering projects in some countries in Europe, the Middle East and Southeast Asia. I feel a little bit in the process of communicating with some foreign business managers, intermediaries and many other people. It is particularly interesting, that is, you must be patient, you should get used to the reply of the mail to reply, you must not take the Chinese people who like to work overtime, sleepless nights to deal with foreigners.
Unlike foreign companies, many small and medium-sized private enterprises are more accustomed to calling when they work. Chinese people are more accustomed to this. However, when dealing with foreigners, this habit has changed. They like accurate data, and they like to send emails. The last thing to go to work is to open the mailbox and reply to the work email immediately. You don't have to worry about waiting for the mail to be sent for a long time. On the contrary, if you hit the international phone call, even if you find the person you are looking for, you may not be able to say the last call. Clear things, or mail is good. In particular, when it comes to holidays, people and foreigners basically divide their business and life (the IT work madman like Apple Jobs may not be here), no matter how urgent you are, you donâ€™t want to call someone to talk about work during non-working hours. They are very offensive and unpleasant, and sometimes you can't find people at all.
Be patient with foreigners, especially when talking to Middle Easterners. The personal feeling that the Middle Eastern people give me is that there is no time concept, and it may be because of the relationship of the religious state. They also have a lot of holidays and often cannot find people.
Once in Oman, I met a Middle Eastern customer at ten o'clock. I didn't see anyone at eleven o'clock. I didn't see it until twelve o'clock. I could only make a phone call. I called someone to say sorry, forgot!
Still in the Middle East, there is a partner, once there is a contract to get rid of it as soon as possible, so we have an email one day, two days a phone call, urging for a full week, but later urging him to anger, saying what reminder Do not understand according to the program? It is true that they need to wait for their programs, but their "program" is too slow! But you have no way at all. In turn, we have to apologize to the other party and continue to wait patiently.
"We can complete the contract within fifteen days." This kind of commitment is similar to the business partners of certain countries in the Middle East and Southeast Asia. My experience is to work with them, we must keep up with them, because they are too loose. I really don't think they will be too anxious to eat because they can't do anything.
In addition to patience, speaking and negotiating with foreigners, it is better to go straight, what are the requirements and dissatisfaction, must be straightforward and frank, not like the one exchanged between the Chinese, half of the half, or what is Tai Chi class. Relatively speaking, I feel that dealing with foreigners is simpler than that of Chinese people.
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