| Research |
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Research the company and the individuals you will be meeting with before you arrive so you can customize your presentation and how you interact in the meeting. For example, if your potential client has a very casual approach to business, you want to have time to adapt your presentation to this style. |
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Research the location so
that you can plan for local travel time. |
| Agendas |
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Americans like to have agendas for most of their meetings. If you are provided with an agenda and you would like to suggest changes, then suggest them before the meeting starts. If you are presented with an agenda at the beginning of the meeting, then make your suggestions at that time. In either case, you will be expected to adhere to the basic outline. |
| Arrive a day or so before your meeting |
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Arrive a day or so before your planned meeting to recover from jet lag and to orient yourself. |
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If possible, drive to the meeting location one day before so that you get an idea of distance and how much travel time you will need. |
| Be on time |
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Americans are very time-conscious so make sure that you are on time or a few minutes early. |
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Allow for traffic delays when planning your schedule. |
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If you are detained, make sure you call and let them know how late you will be and apologize for the delay. |
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Be prepared to start working when the meeting starts. |
| Introductions
and Greetings |
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Americans shake hands with everyone regardless of gender. Practice a firm quick handshake with your right hand. A weak or limp handshake gives a negative impression. But be careful not to be too firm or you can hurt someone’s hands, particularly women wearing rings. |
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When an American says, “How are you?” It is a general question and nothing more than a response such as “Fine thanks” or perhaps, “Fine, how are you?” is expected. They do not really want to have more details than this. |
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If they ask about your flight, etc. respond briefly, “Fine thanks” or something equivalent. They are not interested in the details of your experience. |
| Eye contact |
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Maintain eye contact as you are talking to people. If there is more than one person, talk to all of them and maintain eye contact with each individual. Looking someone directly in the eyes signifies trust and openness. Americans don’t trust people who do not make eye contact. |
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While making eye contact is important, do not stare. |
| Body posture |
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Sit tall and convey a sense
of confidence with your
body language. |
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Do not sit with your arms crossed in front of you. |
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Business casual attire for men is a nice shirt and slacks or Dockers-style pants. For women, slacks and a sweater or blouse. |
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Closed shoes should be worn and do not wear tennis shoes unless you are attending a sporting event. Sandals are not appropriate for men. |
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Business formal is a suit for both genders. Men are expected to wear a tie. |
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Avoid colours like orange or any other very bright colours. |
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Blue, dark grey, or black are usually safe choices for business attire. |
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Colourful ties are
acceptable and can be a topic of conversation. |
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Jewelry should be light. |
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Safari suits are not worn
in the US. |
| Attire |
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Find out the norm for business and social attire before you travel. For example, is it business casual or business formal? |
| Personal hygiene |
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Americans shower daily and expect the use of deodorant. Any type of body odour is very offensive to them. |
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If cologne is worn at all, it should be very light for
both genders. |
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Do not apply oil to your hair prior to a meeting. If you
have oil in your hair, make sure you shampoo it out before the meeting. |
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For women, hair should be neat and styled. No oil should be used. If hair is to be tied back, a ponytail with an attractive hairclip is more acceptable than braided hair. |
| What is their concept of personal space? |
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Americans like a certain amount of personal space and unless they are close to someone, they do not like to be crowded. If you spread out your arms and swing them around you, this will give you a good idea of the amount of personal space Americans need. |
| Drinks/snacks |
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Unless you are meeting over a meal, you may or may not be offered beverages. If offered and you would like something, than accept. The Indian custom of refusing the first few times does not apply in the US. If you refuse, expect that you will not be asked a second time. |
| Is your behaviour towards the opposite gender culturally and socially appropriate? |
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Interact respectfully towards both genders. Limit your physical interactions to handshakes, particularly with the opposite gender. |
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Use caution regarding humour as it sometimes does not translate well across cultures. |
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Do not refer to women as “that female”. |
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Do not ask women if they are married, have children, or planning on having children. |
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Do not ask personal questions of either gender. |
| Are you addressing people correctly? |
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Start out using Mr./Ms. and the last name. If they ask you to use their first name, then do so. |
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State your name clearly and slowly. Be prepared to break it into syllables to help them pronounce it. |
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If you use a shortened version, you can say your name and then add, “Please feel free to call me …”. |
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Do not expect to use titles (Dr., etc.) after the initial introduction. |
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Deference is not automatically shown for age, experience, etc. Do not expect to give or receive it. |
| Deference is not automatically shown for age, experience, etc. Do not expect to give or receive it. |
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Gifts are not expected. |
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If you are invited to someone’s home for dinner, then carry along some flowers, a box of candy, or a bottle of wine, which are appropriate hostess gifts. |
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Generally, the person who is inviting acts as the host and pays for the meal. However, as the sales team, you would normally be expected to pick up the check. |
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Some government and private companies have strict guidelines and cannot accept meals or gifts. Try to find this out before you meet with them. |
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If using your credit card, put the card in the holder along with the bill; when the copy is brought back to the table; add a 15-20% tip and total the bill. In many restaurants, the tip is already added for groups of 6 or more. |
 Putting the Best Foot Forward... Gets positive response at buyers’ meeting
|
| Are you speaking
in a culturally appropriate manner? Are your language, tone, and volume appropriate to your environment? |
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Do not use Indian slang with Americans… they will not understand you! |
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Be careful with American slang… if you are going to use it, make sure you understand exactly what you are saying. |
| Language |
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When interacting with Americans, always speak in English. If you have to speak privately to your colleagues, ask for a few minutes break and step away from the meeting. Americans take offense when another language is spoken during the meeting. |
| Follow-up |
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Send a letter immediately after the meeting thanking them for their time and hospitality. Mention that you are available to answer any questions or provide them any additional information. |
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Make sure that your contact information is clearly stated on your letterhead. |
