More on marketing to multi-cultural clients
Oops! Sorry! I got busy here and didn’t get back “tomorrow.” But I’m back now, with more about marketing to multi-cultural clients.
When you were being taught about in-person sales, you were probably told to be friendly and outgoing, and to offer your hand in greeting. That may have been fine when you were working in a one-culture community where hand-shaking was the accepted mode of greeting.
But it isn’t fine any more! Not if you’re dealing with people whose culture you don’t know well.
There are actually two reasons why your friendly greeting can repel the very people you wish to impress.
First, for the purpose of this discussion, is cultural differences. In some cultures, strangers simply do not touch each other. Not with a hand-shake, and not with a friendly pat on the arm or shoulder. This is such a strong belief, that for some, touching a woman is tantamount to an insult – to her, to her husband, and in fact to her entire family! A good reason to keep your hands to yourself.
Second, most Americans have become germ conscious. Have you noticed that more grocery stores now offer antibacterial wipes at the door, so you can wipe down the shopping cart handle? Some people just don’t want to grasp the hand of a stranger, not knowing if that hand has been washed recently.
And that’s not new. I remember an incident years ago – We had gone out with friends for the evening and stopped at a quick stop on the way home. The gentleman with us excused himself to use the rest room, and when he came out, my husband introduced him to the girl behind the counter. He stuck out his hand and she refused it. She said “I’m not going to shake your hand. You just came from the men’s room and I know you didn’t wash.” Sheepishly, he admitted that she was correct, and everyone laughed.
Now while that girl was straightforward in her objection, your potential clients probably won’t be. In fact, some might not know what to do, and will definitely feel uncomfortable. And when you make people uncomfortable, they’ll avoid you in the future.
So what to do? Easy. Let your future customers and clients take the lead. Smile, nod, give them a warm verbal greeting. And if one of them sticks out a hand to shake, take it.
By the way, when you do shake hands, be firm but gentle. Nothing marks a person as wimpy and untrustworthy so fast as a limp handshake – and nothing makes people wince so fast as a bone-crusher. That happened to me just a few days ago, and my knuckle still hurts!
Yours for prosperity,
Marte
Marte Cliff
writer@marte-cliff.com
Posted: August 16th, 2008 under greeting customers, hand shaking, how to shake hands, marketing to multi-cultural clients, selling to multi-cultural, when to shake hands.