Building strong and long-lasting relationships is not an easy task, especially when it comes to business or when you must achieve it in a different culture. It can be quite intimidating to approach the CEO or CTO of a major company when you do not speak his language or know his cultural likes or dislikes. That is why we have put together a few essential tips for new entrepreneurs who are seeking to meet new partners in China. This is based on our experience at China Facture.
Guanxi is a concept that originated with social philosophy in China, during Confucius time. He stressed the importance of building a social network that was based on hierarchy and trust, in order to maintain social and economic balance. Such term is largely used nowadays to refer to networking in China. You must build a good Guanxi, connection, relationship. But remember, it is not just following steps, you must really connect and open up, blend in a bit, show confidence, be yourself. Follow the next steps and you will be certainly on your way.
Tea culture in China is an important and very respected tradition. They use this ritual as a gathering moment to celebrate special occasions, such as meeting with a new partner or closing a deal. When the Chinese part invites you to have some tea, be respectful and join them. Enjoy the wonderful cultural moment you will be experiencing and know this is a sign of interested from their part. The same goes for meals. Lunch and dinner can be an excellent method to get to know more your partners and for them to know you. Any invitation is a sign of interest, so take it and enjoy it. Behave respectfully but try to be authentic, interact, show interest in their dishes and drink a beer if necessary.
A simple Ni-Hao can go a long way if you use it right. People in China get extremely excited when they meet foreigners who can speak some words in Chinese. It shows them you respect their culture as well as your interest to improve communication. Take a simple Chinese guide and start learning. It will open many hearts and doors.
Note: You can hire a professional translator to use on your important meetings, however, this does not mean you should not show your newly learned Chinese skills.
We would suggest you do this only after you have already started to build a relationship with the other part. Think about it? Wouldn’t it be weird if someone brought you a present for no apparent reason besides business? Save your presents for special occasions such as your second visit to China. If you already know some family members, bring something nice for the children. It will be highly appreciated if you put care and legitimate effort on it.
China has a population of more than one billion people, therefore, they need a particular social media to fulfill their specific needs as a giant nation who has its own language and traditions. A great way to communicate once you leave the country, is to stay connected through their social media, in this case, WeChat and QQ. Using their social apps, they will feel more comfortable sharing information about developments on your product, as well as personal news that will strengthen your Guanxi, once and for all.