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Planning to travel to China for business? The largest import-export hub in all Asian (and probably in the world) gets thousands of foreign investors. While most travelers visit China for tourism, there’s a great proportion that is on a business trip and wishes to achieve certain objectives in the country during its trip. However, most foreigners, like you and me, face difficulties. Unless you speak Chinese or have a local guide that speaks fluent English and Chinese (most of us don’t), then you’re probably going to have a hard time. The language is different, there’s no Google, nobody speaks English, it’s hard finding your way around, you’ve heard it all.
But how to prevent issues once you land in China? How to make the most out of your trip?
Find out below.
1) Language Barriers
The biggest problem you’re going to face during your time in China is the language gap. Most Chinese people don’t speak English and don’t even know the basic vocabulary. In other non-English countries, you can still ask for directions or find help by using basic English combined with some sign language. However, in China, that won’t work either. In most cities, most road signs are in Chinese, restaurants don’t have English translations, and you can’t find locations unless you know their Chinese name (with Chinese characters). In most cases, unless you have a translator with you, using a translation app on your phone is the only bet.
2) No Google
Don’t expect all internet services, apps, and software that worked in your country to work in China. China’s “Great Firewall” prohibits Mainland China inhabitants to access foreign services including WhatsApp, Facebook, Twitter, Google Maps, Google Search, and so on. Though the country’s internal digital infrastructure is well-built, it only supports Chinese apps and internet services. Oh, and, most of those are in Chinese (with no option to switch to English), so there’s that as well.
3) Not All VPNs Work
This is among the biggest mistakes most foreigners make – they buy a subscription for a VPN that works in their country. After landing in China, they realize that whatever VPN they bought doesn’t work, and their money got wasted paying for a VPN that only works outside China. There are great VPN providers out there but only a few can bypass China’s Great Wall. Some of the VPN services that work (for now) include:
4) Navigating Around Town
Moving around, finding places, and making your way through town can be difficult in China unless you speak Chinese. Google Maps doesn’t work, so you can’t use that. People on the street are likely to not speak any English, so that’s not going to work either. Here’s what you can do to make it easy moving around in China:
1) Learn how to ask basic directions and common directional phrases in Chinese.
2) Find a local expert or a friend who knows both English and Chinese. Most students and young people know some English, so you could find someone like that.
3) Download Baidu Maps (百度地图) – it’s in Chinese but works great. You will not regret learning how to use it.
5) Download These Apps
Below is a list of apps that everyone should have before setting foot in China. It is recommended that you download these apps while you’re in your country and learn how to use them.
1) WeChat (微信): WhatsApp alternative that features several additional features such as mobile payment, internet services, buying transport tickets, checking the latest news, finding businesses, and so on.Download at Play Store, App Store, or 应用宝 (in China)
2) Baidu Maps (百度地图): Google Maps alternative – this app works the best in China and shows you a great deal of information including public bus routes, subway lines, taxis, restaurants, and much more. Download at Play Store, App Store, or 应用宝 (in China)
3) DiDi Chuxing (滴滴出行): this is a ride-hailing service just like Uber. It works flawlessly in most Chinese cities and is among the few apps to fully support the English language.Download at Play Store, App Store, or 应用宝 (in China)
4) Qunar Travel (去哪儿): this app lets you book hotels, buy plane tickets, train tickets, and find travel destinations in China. It even lets you book hotels in advance by paying for it directly using your phone. Download at Play Store, App Store, or 应用宝 (in China)
Tips & Trick: Get the Most Out of Your Business Trip
1) Find a Local Contact
If you’re coming to China for a business trip or to make something happen, it is highly recommended to have a connected party in advance. Chinese businesses and laoban (bosses) don’t work with people they don’t know. And if it’s a foreigner, the odds are even great – they are likely to find a local to work with instead of trusting a foreigner they never even heard about. Having a connected party or a local connection (who knows those bosses) will prove greatly helpful. A connected party can introduce you to your target and in this case, your target is likely to trust you. Western sales tactics, such as cold calls, emails, prospecting, blind lead generation don’t usually work in China.
2) Only Talk to Key Decision Makers
This goes without saying – however, it’s much important when you’re doing business in China. Most decision-makers on the top only work with people they can see and meet. If you understand the Chinese culture of doing business (which doesn’t involve cold calls), then they will respect you even more and appreciate your hard work to get in touch with them. You will be ignored if you try traditional approaches.
3) Contracts Work Differently
You’ve probably heard of this one before. Contracts are not honored in China how they’re treated in the West. However, this is mainly due to cultural differences. Foreign people usually perceive a contract as a document of great importance, something they need to carefully assess, think about and then sign. In China, where most businesses are relationship-based, people don’t put as much importance on pieces of paper as much as they value personal relations. Most companies don’t care about contracts as long as they are working with someone they can trust. If your contract doesn’t get honored, it was probably because it wasn’t taken seriously enough.
4) Have Dinner
Eating out with your prospects, partners, or clients is how most deals are done in China. Instead of signing complicated documents, Chinese people express their agreement, enthusiasm, and trust in you by inviting you to celebrate over a dinner table. The celebration will usually involve some wine, hot pot, and other delicacies. However, the dinner table is not for sales pitches, signing contracts, or talking about work. Dinners are done to celebrate your newly established relation and nothing more than that. Talking about work on such occasions is considered rude in China.
5) Take Account of Chinese Holidays
Chinese holidays are completely different from other countries. And moreover, such holidays are taken seriously in China. In most cases, you won’t even get a reply from a client or a company because,on holidays, they won’t even check your message. The entire market freezes and most people return to their homes (away from the city) during holidays and will be out of your reach until the holidays end. Unless you’re in China to check out local festivals or celebrations during Chinese holidays, it is better to wait out the vacations and then come to the country once everything is back to normal.
6) Always Keep Your Passport with You
This one is mandatory. You probably know this one already, but we can’t stress this enough for foreigners coming to China.
These days, especially for business visitors, the authorities have raised security levels due to recent circumstances. If you’re on a temporary visit and are a foreigner, you are likely to be asked for your travel document, a passport, or some other identification at bus stops, subway stations, and even then at the airport from time to time. The authorities raise a concern and can even penalize you for not having a valid travel document.
7) Chinese People Love to Bargain
If you’re making a proposal or offer, always leave wiggle room for price negotiation.
Almost all Chinese business people will ask you for a price cut or to give you a rate to their liking. A good strategy is to always propose a price that can be lowered since they will bargain with you no matter what.
It’s not that they can’t afford it or your proposal is too high. In Chinese culture, it is a norm and an important step taken by most business people before they pay for something – they must get the best price to feel good!
8) No Guanxi, No Business
Business deals and transactions only happen once the two parties know and like each other.
Personal relationships, called guanxi (关系) in Chinese, are the bread and butter to any business deal. It’s not about your offer, price, or proposal – your prospects only work with those they have guanxi with.
In China, people with a lot of relations do more in business, since you couldn’t get things done without having the right guanxi with the right people.
9) Don’t Be Late to the Airport
Even though China has built some amazing airports and internal control systems across the country, it is still recommended to get to the airport 2~3 hours ahead of time. Airports are usually crowded. The entrance usually has large queues and you might end up missing your flight. You can’t get into the airport unless you complete the initial security check – which takes 45~75 minutes depending on the size of the queue itself.
10) Learn Some Chinese
You don’t have to be perfect at Chinese. However, knowing at least some of it will help you greatly. As mentioned above, nobody speaks even a little bit of English in China. You should learn at least how to greet people, ask for directions, or order something at a restaurant. Chinese people will welcome you warmly and are easy to befriend if you speak Chinese.
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