Tips on Dealing with Foreign Clients

This should always be the case when you are to meet your clients. For foreign clients, you have to make an extra effort on being prepared. They flew in from another country for your meeting and that is your cue of their seriousness about what you have to offer. Another thing with having foreign clients is that your discussion is not only limited to business related matters. Being a gracious host, you most probably will take them out to lunch or dinner and over meals, it may not be a good idea to continue talking about business. Your best bet is to talk about politics, current events, economy and other general topics. So before you head to your meeting, it would be helpful not only to be ready with your presentation, but to know a few other things about your client's motherland and the rest of the world, while you're at it and use these information for the continuity of your conversation.

When the conversation dies, you can always start again ...

Don't be shocked if your client has some mannerisms and habits which may look strange or weird to you because it may be normal to them. They may also be feeling the same way with some of the things you do. I had a client that whenever my boss would get a stick of cigar, he will automatically offer to light it.

Their culture will also play part on how they conduct their business and how they treat contracts and agreements. Some are very strict while others are flexible. Some require complex paper work while others prefer a simple agreement.

The manner of speaking also differs for each nation. There are some who are very straightforward and commanding while others can be soft spoken and very polite. Some say what they mean and mean what they say while with others, you have to read between the lines.

Tell yourself you can do it and it would be over soon, then calm down. Like what St. Theresa of Avila said, "Let nothing disturb you, let nothing frighten you, ALL THINGS ARE PASSING, God alone suffices."

What worries you is when something does not go according to your imaginary script, if a question is popped out which you do not know the answer to, yet or if they ask for something that you were not able to prepare. When you are in a situation like this, do not rack your brains to satisfy their queries with an immediate answer because it will cause you to panic and lose your composure. Just take note of matters that have not been fully satisfied during the discussion and go back to it later when you are ready. Saying "I will check on that and get back to you later," is better than ruining the rest of your discussion.

This maybe a great challenge as the English words sound differently in different regions. If you have a hard time understanding what is being said, do not pretend to understand, politely ask your client to repeat what he said slowly. You can even request that it be spelled out if speaking slowly still doesn't work.

If you are taking down notes, you may jot down what you hear as is, how you heard it, never mind the spelling and just clarify it before the meeting ends. Most probably, if you go through your notes and read what you wrote several times, you'd get the word (and you laugh inside).

It is important that you try to feel how your clients feel during the discussion. You want them to be comfortable with the discussion and to be satisfied when it is concluded. Make sure you present matters that are relevant to them so as not to waste their time. Do not bore them with a lot of extra presentation irrelevant to their purpose. There are clients who feel intimidated with outlandish presentations so you have to encourage them to ask questions about what you have discussed. You have to be ready to make adjustments whenever it is needed. Make them feel your sincerity in doing good business with them. Show them how your cooperation is beneficial to both of you.