Hurdle No. 1 - Assumption.
A lot of business owners when chasing accounts with Chinese-speaking decision makers make the common mistake of applying the cultural and value systems that you are familiar with onto the decision maker's minds.
My suggestion is - stop guessing.
"Why haven't they announced my participation in the bidding process? Why haven't they responded to my request for a date to meet? Why haven't .. are they not interested in acquiring my firm as the winning bid? Are we getting played in the compitition?... " Do yourself a favor, stop panicking and give them a call, on their cell. Don't talk to any receptionist, don't talk to the CFO, nor the assistant, nor the wife, nor the sister, if he/she the decision maker in question doesn't get back to you mean he doesn't want to talk to you. Then you keep calling until he picks up then you confront them.... more
A lot of business owners when chasing accounts with Chinese-speaking decision makers make the common mistake of applying the cultural and value systems that you are familiar with onto the decision maker's minds.
My suggestion is - stop guessing.
"Why haven't they announced my participation in the bidding process? Why haven't they responded to my request for a date to meet? Why haven't .. are they not interested in acquiring my firm as the winning bid? Are we getting played in the compitition?... " Do yourself a favor, stop panicking and give them a call, on their cell. Don't talk to any receptionist, don't talk to the CFO, nor the assistant, nor the wife, nor the sister, if he/she the decision maker in question doesn't get back to you mean he doesn't want to talk to you. Then you keep calling until he picks up then you confront them.... more
