HOW TO BEAT YOUR COMPETITION WHEN DEALING WITH JAPAN

Below are a few tips I’ve learned throughout my career. I’m not going to review the obvious like being punctual, being patient, how to exchange business cards, etc. Instead, I’m going to point out areas where we, as Americans can improve and how you can make yourself stand out against the competition. This article was primarily written for small & medium sized companies. Large corporations typically deal in different circumstances but I’m confident at least some tips will be helpful.

Language:

Many Japanese have an image of Americans making little or no effort to learn the language. They are okay with this as they know it is a very difficult language to learn, but if you memorize just a few words, they will be impressed. Show an interest in expanding your vocabulary and you’ll rise well above your competition. 

Humor:

In America, humor is a great trait to possess as it can relax the environment, show quick wit and creativity. In Japan, this is also true but there is a time and place to bring it out. The office meeting is not one of them. 

After Hours:

If you get an opportunity to take a client out to dinner, do it! One former client once told me, “1 office visit is equal to 10 phone calls. 1 night out is equal to 10 office visits.” Though this is a bit old school, the meaning is clear and still holds tremendous value today.

Finding the Right Partner:

There is a good chance that your first partner will be not be the ideal one, especially if you took the attitude of “we don’t have any representation there so why not let these guys run with it and see where it goes? Something is better than nothing.” I doubt you’d do this in the US so why incorporate this mentality overseas? It’s okay to say no.

Finding the Right Territory Manager:

It always amazes me how American companies often panic when looking for someone to manage the Japan territory. Too much emphasis is on language. Just because someone is Japanese or lived in Japan does not automatically make them the ideal candidate. Would you hire someone domestically solely based on the fact they speak English? Slow down and find someone that will grow and manage your business. 

Confirm and Re-Confirm:

In the US, it is impressive when you can recite pricing or specs off the top of your head. In Japan, your best move would be to recite from memory then physically re-confirm by showing them on a tablet or paper. This shows you pay attention to detail and your procedure is thorough. 

Culture:

You can always hire a translator for language, but you’ll be hard pressed to find a translator that will also explain the cultural differences and meanings. Do your research, be observant and ask questions. You will likely never master the Japanese Culture but making an effort to learn will take you a long way. 

Communication:

No news is often times worse than bad news. Get in the habit of responding to customers’ requests quickly and regularly, especially if it is related to a problem. Keep them in the loop. Don’t leave them guessing.

Be Observant:

When you visit Japan always pay attention to what is going on. This will give you great insight into the mindset of the Japanese people and you’ll slowly begin to understand their thought process. As an example, watch the transportation system. 

Read Between the Lines:

When asking your customer how you can better assist them, they will almost certainly say “Everything is fine. You’re doing a very good job.” They do not want to offend you so this is the standard reply. Your job is to figure out what they actually need; something that is not easy. The Japanese will drop subtle hints and if something is important they will bring it up several times using various wording. Japanese communicate in an indirect way so keep in mind that the true meaning is likely underlying what was actually said. 

Though this article was written in English, it was intentionally written in a way to convey the Japanese thinking process. Certain key points were mentioned a few times. Show some effort, be observant and don’t be in a rush are a few of the key points.