How To Adapt Culturally When Targeting China

When expanding your B2B operations into China, understanding the country’s business culture is key to success.

Navigating hierarchy, communication styles, and local regulations will help ensure respectful and smooth business relationships. Below are important aspects to consider when working with Chinese partners.

Business Attitudes In China

Hierarchy plays a central role in Chinese business. Senior staff make most decisions, and subordinates rarely challenge authority. Be mindful that those you initially interact with may not be decision-makers, so approvals often need to come from higher-ups.

Humor is not typically appreciated in Chinese business settings. Jokes may cause misunderstandings and lead to a loss of face, a concept that centers around maintaining dignity and respect. It’s best to keep interactions formal and avoid humor altogether.

Building trust through discounts and free add-ons is a common practice in China. These gestures create goodwill and help establish long-term business relationships.

Additionally, in China, the saying “client is God” is taken seriously. Chinese companies often go above and beyond to meet client demands, sometimes working overtime to deliver. While you don’t need to match this level of commitment, managing expectations upfront is crucial.

Communication Styles In China

Chinese communication tends to be direct, with simple “yes” or “no” answers. However, silence is not uncommon and isn’t a negative signal. Silence often means there are no questions or feedback. If there is dissatisfaction, your Chinese partners will speak up directly.

Relationships, rather than strict processes, drive business in China. This flexible approach to procedures may seem informal to Western companies but is a normal practice. Moreover, many employees in China follow the “996” work model—working from 9 am to 9 pm, six days a week. Clients expect prompt responses and availability.

Chinese is preferred over English in business communication. In major cities, English may be understood, but having a Chinese speaker or interpreter is advisable for clear and effective communication.

WeChat is the dominant communication tool in China, replacing emails in many business contexts. Business is often conducted through this app, including the exchange of audio messages. While you don’t have to rely on WeChat, understanding its prevalence is essential.

Meeting Etiquette In China

When meeting in person, shaking hands is standard practice. For virtual meetings, it’s common for Chinese participants to keep their cameras off, so don’t be alarmed if this happens.

Meetings in China are typically serious and business-focused. Positive feedback is often expressed through silence, while negative feedback may be delivered verbally. This directness is intended to improve results, not to offend.

Lastly, Chinese businesses may schedule meetings at the last minute. Flexibility is important, but if these meetings are inconvenient, it’s acceptable to say no. Communicating expectations upfront will help avoid misunderstandings.

Presentation Methods In China

Chinese audiences prefer presentations that focus on data and visual elements like infographics. Simplify information with tables, charts, and graphs, and avoid large blocks of text.

Clarity and simplicity are highly valued, so ensure that your slides are easy to digest and visually appealing.

Marketing Restrictions And Regulations In China

China has many restrictions for foreign businesses on online platforms. Opening accounts often requires detailed documentation and proof of compliance. Working with an agency familiar with Chinese platforms can simplify this process.

Certain industries, such as medical, pharmaceutical, and financial, face stricter advertising regulations. Platforms closely monitor content and enforce strict rules regarding keywords. For instance, claiming to be the “best” at something is prohibited, and content containing such terms will be flagged.

Chinese platforms rarely release public reports or user data, making it difficult to benchmark campaigns. Additionally, getting support from platform customer service teams can be challenging, so you may need to rely on forums for troubleshooting.

Lastly, ensure your website is optimized for China’s online environment. The Great Firewall may block some foreign-hosted websites, so localization is essential for accessibility.