As one of the world’s largest foreign trade importers and exporters, the United States has a long tradition of business, especially Jewish Americans engaged in business activities. Therefore, we cannot regard American businessmen as rigid, conservative, and lacking in humanity. American business people attach the most importance to etiquette when negotiating, and also attach great importance to practical material interests. Doing business with Americans, mastering the following points will surely be rewarding.
First, be professional, serious, and attentive.
In any case, communication with American customers should be fully prepared. Although most Americans are cheerful and talkative, they tend to show a serious and professional attitude in more formal occasions and occasions.
If you are arranged to accompany American customers to visit the company or inspect the manufacturer, a professional and serious attitude is essential. Usually, the customer’s willingness to buy depends directly on your familiarity with the company. Before a customer visits, you can make the following preparations in advance:
1. Be familiar with the positions and names of the heads of each department of the company;
2. Be familiar with the types, models, uses, differences, production processes, and raw material selection standards of its products;
3. Understand the advantages and disadvantages of the company’s and competitors’ products;
4. Be familiar with the country’s product prices, total market prices, production areas, exchange rates, international market conditions, tariffs and other national policies;
5. Be familiar with the company and factory plans, and when the customer proposes to travel to a certain place, immediately choose the best route;
6. Understand the background of the customer’s company and the procurement situation in previous years;
7. Understand the development and sales of products in the US market.
Secondly, negotiate sincerely and avoid ambiguity.
Most American businessmen like and are accustomed to serious and sincere negotiations. If you cannot meet the customer’s requirements or disagree with certain terms in the contract, you must make it clear and discuss new solutions with the customer, rather than deliberately being vague and pretending to agree to unfinished terms to “win” the order.
When there is a dispute, be sincere. If there is trouble, apologize sincerely and try to make amends. Don’t “smile” – in the eyes of American businessmen, a smile in a dispute is extremely hypocritical and polite.
The above are the skills for communicating with American customers, I hope it will be helpful to you.