There’s a lot more to effective international trade communication than it would seem. In the first Back to the Basics lesson, we discussed market compatibility research and pinpointing the export markets most beneficial to your business. But what’s the next step?
Communication, of course. You know where your product will sell, you know who’s able to sell it. Now, you’re ready to meet with the prospective dealers, representatives, and partners with the knowledge and capabilities to make your international expansion a success.
There’s a correct way to do this, and there’s a correct way to maintain contact once an agreement is set in stone. Let’s cover a few key communication influences and methods that can transform strong international trade relationships:1
Culture
Cultural differences should be semi-established by the time you’ve completed your market compatibility research. But find out more in the areas that feel lacking. For instance, learn how negotiations are typically done by businesspeople native to the chosen market. You may find it’s not much different than how you already conduct them in the US. Conversely, you may learn there are guidelines that could put a partnership in danger if not adhered to.
Cultural differences also reveal themselves in small talk, clothing choices, general manners, and more.
Language
Culture can sometimes affect language too. Even if you speak the partner’s language, or they speak yours, fluency is a spectrum. There are a multitude of nuances and underlying meanings that are troubling to decipher as a non-native speaker. Effective communication factors in language barriers to curb the potential for offense.
Technology
Technology is not only vital but necessary for international communication in the 21st century. Constant access to collaborators is no longer rare but expected. However, there’s still proper etiquette to the act of communicating via technology. A good rule of thumb is to schedule a time period for the communication, during the partner’s business hours, and show up already possessing the skills to navigate their preferred channel of communication.
However, you should never solely rely on technology. If you have the means to do so, face-to-face meetings should be prioritized. Especially for initial contact.
Writing
Sometimes, it can be difficult to articulate a thought or idea verbally. Taking the time to communicate through written correspondence can allow for more thoughtful, well-rounded conversations. Writing out the topics you wish to cover prior to a first-time meeting not only ensures you stay on course, but also ensures you remember every point you hope to make.
Time
Don’t rush negotiations, but also don’t string potential partners along. There’s a happy medium to international trade communication.
You should also take into consideration literal time differences. Where it’s become commonplace to work outside of business hours in the US, many countries observe standard eight-hour workdays and avoid working overtime.
Communication is not a to-the-point subject. It’s multifaceted and can be challenged by the smallest details. This is especially true when it comes to international business and trade negotiations. Be prepared to experience every style of communication that exists and to occasionally make mistakes—they’re inevitable in this business.
The NDTO is happy to advise and mediate your foreign market export negotiations. We’re here whenever you need us!
15 Ways To Better Communicate With International Business Partners (forbes.com)