Finally, you have an inquiry for a listing that’s been on the market longer than you had hoped. It’s imperative you impress this potential buyer, so before contacting them you do a quick check on the buyer’s background. They’re a growing family, looking to be close to the city, and from China. You’ll approach them similarly to how you would your average American buyer, right? Wrong! In dealing with another culture, making a general assumption about their values and ways of doing business can be detrimental. Check out the 6 international etiquette tips below to ensure that cultural barriers don’t prevent you from closing the deal with Chinese buyers.

International Etiquette: 6 Do’s and Don’ts  of Working with Chinese Buyers

1. Do plan ahead: If the market you serve attracts many buyers from China, it’s best you plan ahead. Equip your brokerage with collateral that caters to them. For example, you might have your listing presentation flyers translated or even your business card. When exchanged using both hands, a dual-sided business card, with English and Chinese, speaks volumes in terms of respect. Also, always be sure when accepting a business card that you take the time to review it in front of the client. Chinese business cards represent the person to whom you are being introduced, so it is considered polite to study the card for a while and then put it on the table next to you or in a business card case.
2. Don’t be afraid to employ a middleman: Depending on your level of understanding, it may be best to have a translator readily available to help in negotiations, contract signing, and overall communication.
3. Do communicate on their terms: As with any client, you’ll want to establish communications preferences early on. This includes how and when they’d like to receive communication. Mention WeChat, a communication app in which 90% of its Chinese users travel to the US. Keep in mind that when dealing with Chinese buyers, it’s safer to not assume complete comprehension. Even if they’re fluent in English, there’s the constant risk of  misunderstanding and mistranslation. To overcome this, World Business Culture encourages covering “the same ground several times and constantly check for understanding.”
4. Don’t be afraid to engage in after-listing activities: In Western countries a buyer may be content with just seeing the home, as not to mix business with their personal lives. According to Tharawat Magazine, “in China such activities are considered necessary to strengthen and build a sincere business relationship.” A dinner invitation is perfectly acceptable.
5. Do learn how to greet: Lots of times Americans are ready to get straight to the point, Chinese people find small talk to be very important in meetings. According to Dig Mandarin, your Chinese client must initiate handshakes. 
6. Don’t be late. Punctuality is incredibly important in Chinese culture. In fact, being late to a business meeting can be considered a serious offense. While we should generally employ this policy in all our business interactions, it is especially important to be punctual with Chinese clients.

It’s critical to build trust with each of your clients, and in dealing with someone from outside the U.S., you want to consider their local customs before your own. Taking the extra step to demonstrate that you understand and respect their culture will make you stand out from the competition.

Interested in promoting your international listing exposure? Click here to check out the resources available to ListHub Global customers.