The A-Z of Exhibiting Overseas

Written by Susan Friedmann


Continued from page 1
Nail negotiating. Negotiating in international business is extremely complex. Socializing is often considered essential torepparttar negotiating process. Learnrepparttar 120031 cultural rules, especially as they relate to timing and how business is conducted. Patience is often a real virtue. Offer quality and uniqueness. High quality products and services are expected, particularly when dealing withrepparttar 120032 Japanese and South Koreans. The packaging is as important asrepparttar 120033 product. If your products and services compete directly with native companies, there needs to be something unique inrepparttar 120034 technology, innovation, design, styling or image to gain acceptance inrepparttar 120035 Asian market. Plan on having a third-party contact. Many Asian and Latin American cultures prefer to do business with people they know. Meetingrepparttar 120036 right people often depends on havingrepparttar 120037 right introduction. Ifrepparttar 120038 person you wish to meet respects your intermediary, then chances are you too will be respected. Question whether "no" really means "no." Much confusion, frustration and irritation can occur when different cultures communicate real meaning. In some countries, such as France, "no" can often mean "maybe’ and "maybe" can mean "no." In many Asian cultures, individuals will not say "no" outright. Rather, they use subtle clues, for example, saying "It’s very difficult," or "I’ll consider it." A "yes" or a nod ofrepparttar 120039 head may very well mean "maybe" or "I understand," instead of it beingrepparttar 120040 affirmative response you might interpret. To avoid saying "no," Koreans in particular will often give yourepparttar 120041 answer they think you want to hear. Learn to listen torepparttar 120042 subtleties by asking open-ended questions. It is at times like these that a cultural mentor can be particularly helpful. Recognizerepparttar 120043 role of women in business. Researchrepparttar 120044 customs ofrepparttar 120045 country you are visiting as they apply to women. Although female business travelers account for one ofrepparttar 120046 fastest growing segments ofrepparttar 120047 travel industry, problems still exist. Be prepared to prove yourself as you may not be taken as seriously as your male counterparts. Familiarize yourself with local and regional attitudes and cultural differences about women in business. This will help to define your approach and avoid potential problems and embarrassing situations. However, business overseas is based on trust and relationships. And women, like men, are responsible for creatingrepparttar 120048 necessary rapport to accomplish their goals. Supply all your company representatives with bi-lingual business cards. In Europe and Asian societies, business cards are essential. They act like a business passport. For countries where English is not widely spoken, have cards printed onrepparttar 120049 reverse side inrepparttar 120050 local language. This is best done inrepparttar 120051 country you are visiting. Also be aware ofrepparttar 120052 specific etiquette that exists, particularly in Asian countries, for presenting cards. For example, in Japan, business cards are exchanged ceremoniously using both hands and a bow. Both parties will read and studyrepparttar 120053 card. It is extremely impolite to write notes onrepparttar 120054 card or shove it in your pocket. Train your people. Make sure thatrepparttar 120055 people who represent your company at overseas shows are well trained and know and understandrepparttar 120056 cultural differences ofrepparttar 120057 people with whom they will interact. They should know how to greet and address visitors. Formality isrepparttar 120058 norm in Europe, whereas a more casual and friendly style is acceptable inrepparttar 120059 U.S. Understanding different business negotiating styles, conversation sensitivities, and how women are treated in business, is essential, in addition to knowing eye contact, handshakes, body posture and spatial distance differences. The key is to develop relationships of trust and sincerity as they are critical for successful business. Use ATM’s (Automated Teller Machines) to get local currency. They give yourepparttar 120060 wholesale exchange rate of 5-10%, which is a far better rate than you would get at hotels or currency exchanges. Always try to purchase enough local currency before leaving home to pay your transportation from your destination airport to your hotel, plus a little extra for tips. Value different decision-making processes. The key is not to sell but rather to build relationships. Decision-making differs aroundrepparttar 120061 world. For example, in Asian cultures, it starts fromrepparttar 120062 lower levels inrepparttar 120063 organization, and works its way uprepparttar 120064 ladder. Many times, lower level employees will visit a trade show to gather information, which they will include in a report to a higher manager. Don’t expect a decision from an initial meeting. Decisions are usually made collectively, andrepparttar 120065 process is often slow and thorough. However, once a decision is made, especially in Japan, a quick execution is expected. The key, once again, is to do your research. Watch out for cultural differences. Know and understandrepparttar 120066 cultural differences ofrepparttar 120067 people with whom you will interact. Be sensitive to color and symbols and their meanings in different countries. For example, mourning is symbolized by white in Asia, purple in Brazil and yellow in Mexico. If your product, packaging and literature are inrepparttar 120068 wrong color, you will lose sales. Red and yellow are lucky colors in China — conversely, never use red printing in South Korea. In many ofrepparttar 120069 Asian countries,repparttar 120070 number four denotes death and should be totally avoided, including products packaged in fours. If possible, avoidrepparttar 120071 number nine, as it has connotations of suffering. Seven and eight are considered lucky. Be safe and always do your research! Expect to follow-up personally. Personal contact and immediate follow-up afterrepparttar 120072 show isrepparttar 120073 best way to establish foreign buyer/seller relationships to produce future orders. Yield to a time investment. Building relationships is a key component to doing business overseas. Behavioral differences are real. It is wise to recognize them and to make allowances when doing business. Willingness to cultivate business contacts through personal visits plays a major role in export success. Plan regular visits to your major buyers, agents, or distributors. Be available, interested and quick to react to problems or complaints. Zero in onrepparttar 120074 fact that doing business overseas demands time and patience. It may take several appearances at trade shows before your company is taken seriously. Foreigners want to feel confident that you are sincere and totally committed to your involvement in their country.

Written by Susan A. Friedmann,CSP, The Tradeshow Coach, Lake Placid, NY, author: “Meeting & Event Planning for Dummies,” working with companies to improve their meeting and event success through coaching, consulting and training. Go to http://www.thetradeshowcoach.com to sign up for a free copy of ExhibitSmart Tips of the Week.


Get Traffic & Sales Using Discussion Forums

Written by Jean Sutherland


Continued from page 1

3. Success in getting your post read is your first priority. Subject lines MUST catch a persons eye in order for them to open it. Stick to topics that are hot or create your own hot topic. That way your message is right atrepparttar top. People like to look at hot topics and busy threads.

5) When posting or responding to a topic, use keywords that people usingrepparttar 120030 search engines would use to find that topic. Put those right inrepparttar 120031 subject line sincerepparttar 120032 search engines do index many popular discussion boards.

4. Keep in mind that message boards are also websites and search engines pick up keywords. Make sure you use a lot of good keywords inrepparttar 120033 body of your message and also inrepparttar 120034 subject line if possible.

5. As well as keywords, offer a link to someone that is free that people can use. An ebook, a free software program etc. The link alone will bring people back torepparttar 120035 topic time and time again, bringing more and more traffic.

6. Signature files...you should already be using a signature file with your emails but make sure to use them every time you post. Make sure it explains your site and your product. This will also count as sites that link to your website and thereby increase you popularity and rankings. Make sure you do it tastefully or you will see your message tossed very quickly.

7. Make sure you are contributing something of value when you participate in these communities. Once you start to become a valuable contributor others will be more trusting of you and will feel safe making purchases from your site.

8. Forum etiquette. Make sure you followrepparttar 120036 rules to a "T" or you will develop a reputation for being combative. So many people attack others and if you must respond to someone attacking you, take it to private messages. Attacking others or attacking in defense will drive business away from your site faster than you can blink an eye. Before you post any message, read it carefully and make sure it does not sound combative. Always read your posts before hittingrepparttar 120037 submit button.

9. Posting on a regular basis will give you more traffic than you dreamed of. Set aside ˝ hour a day to monitor boards and to post on some. It should pay off very nicely inrepparttar 120038 end.

Jean Sutherland has successfully run her own ezine for over 5 years and has a subscriber base of 35,000. Her ezine revolves around people doing business online and beside offering free software, it also provides traffic & marketing tips, informative business articles, free ebooks and computer tips for those trying to work online. http://www.emailpromotions.net


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