We recommend a three-stage process for your Chinese market visit.
- Learn the regulations and market sector.
- Produce business cards and literature in Chinese.
- Research prospective business partners.
- Apply for a Chinese visa.
- Prepare some small corporate gifts ahead of your first meeting, to add a personal touch and help build relationships.
- Ask for your hotel’s business card with the contact details in Chinese and English, and carry it with you.
- Work with your interpreters.
- Enjoy banquets – but beware of Baijiu, a strong drink!
- Agree follow-up steps and points of contact with your Chinese counterparts.
- Take follow-up action quickly before relationships go cold.
- Learn about your selected partner’s business background and credit status.
- Send a thank-you letter to keep you in the frame, even if you are not in a position to do business yet.
- Plan your next visit to China or your contact’s return visit to the UK. Frequent personal meetings are the key to a strong relationship.
- Remember that in China, the signing of a contract is only the start of a continuous cultivation and negotiation.