There are a few general guidelines you should pay attention to in order to make a positive impression in the business world, especially when you are in a foreign country. Being dressed appropriately for the occasion and arriving at a business meeting well prepared are two components that are important not only domestically, but also internationally. Whether you are in Europe or Asia, your prospective business associates —potential LifePharm IBOs—are going to take away their first impressions of you when making the decision whether to join you or not.
Arriving sleep-deprived and stressed out will impede your mental faculties, so when you are planning to do business abroad, make sure you take into consideration any time differences and arrive a day or two in advance. Don’t drink caffeinated or alcoholic beverages when you fly, and you will be able to keep jet lag to a minimum. An alert and well-rested traveler will be much nimbler in dealing with any cultural differences or challenges.
Differences in Communication
Methods of communication vary among cultures. Some emphasize direct and simple methods of communication, while others rely on indirect and more complicated methods. Variances can be extreme. In some cultures, people are loud, direct or even blunt. They may even interrupt others during a conversation. In contrast, other cultures may teach people to be soft-spoken, use circuitous language and defer to others in conversations.
In a culture that values directness, such as the American or the Israeli, you can expect to receive a clear and definite response to your proposals and questions. In cultures that rely on indirect communication, such as the Japanese, reaction to your proposals may be gained by interpreting vague comments, gestures and other signs.
During a business meeting, the more you adjust your way of communication to reflect your potential business partners, the better your chances of sealing the deal. The goal is to make everyone you meet comfortable with you. It is only logical that if they feel at ease with you, they will want to do business with you. If you come across too strongly, they may be put off. On the other hand, when dealing with a culture with a forceful and direct communication style, be direct and forthcoming in return.
Formalities Vary
Culture strongly influences the way you have to behave or speak. For example, Asians generally have a more formal style than Americans. There is an importance placed on formal ways to address individuals—there is a hierarchy of respect directed at senior levels of management and the elderly. Americans may easily stumble on these mannerisms if a little research isn’t conducted before meeting with their Asian counterparts. Where even in America children often address adults by first name, this would be unacceptable in most Asian countries.
Someone with an informal style tends to start discussions on a first-name basis, quickly seeks to develop a personal, friendly relationship with the other team. Because each culture has its own formalities with their own special meanings, the informal style may not suit every country you are in. When working with foreign cultures, always respect their formalities. As a general rule, it is always safer to be formal and move to being informal once a positive relationship or dialogue is established.
For example, northern Europeans from Scandinavia tend to be quite informal and open in their dialogue. Their communication style is direct and to the point. In contrast, people from Britain and Ireland are more roundabout in their way of speaking, less direct and careful. When you take these differences into consideration, you can tailor your communication style to reflect the style of your prospects and team members. It’s all about you providing the best service and that requires making them feel comfortable with you.
Different Perceptions on the Value of Time
Cultural differences also become apparent in differing concepts of time. Does the culture value punctuality or flexibility in timing? If you are someone who always runs late, make sure you make allowances for this and give yourself extra time to be ready. Even if the culture is one that is easygoing in terms of punctuality, err on the side of being on time. For example, Germans are known to be punctual, while those from Latin cultures are known to be more flexible in timing. Your best bet is to be on time yourself and not overreact if the other party is tardy. Once you get to know your new team members or business partners from other countries, you will be able to adjust your approach to time accordingly.
The value assigned to time is not just with regard to punctuality. It also applies to the amount of time needed to come to a decision. For example, some cultures tend to decide quickly while others take a more roundabout route. For example, Americans have a saying that “time is money,” so you can intuit from this that decisions are made rather quickly. On the other end of the spectrum, some cultures value relationships above a quick deal. It takes time to build a relationship; with that approach, you may need to introduce the products and/or the LifePharm opportunity multiple times before retailing or sponsoring.
Emotionalism
Latins are stereotyped as being emotional, or not being afraid to show their emotions in business. The Japanese are stereotyped as being inscrutable and unreadable. These are gross generalizations, but they are based partially on the observations of global entrepreneurs. Just as you should learn your counterpart’s preferred method of communication, you should tailor your business approach to that particular culture’s emotionalism or lack thereof.
As LifePharm continues to expand around the world, our IBOs will continue to have more and more opportunities to add team members from other countries. Now is the time to learn about the different cultures and how they do business. You never know when you might have the opportunity to sponsor someone from a foreign country, even if they don’t live near you. When you already know about that culture, your chances of building a lasting relationship are so much better.