Networking In Business In Japan

Networking In Business In Japan

There are two varieties of networks here for me - the Japanese speaking and the English speaking. With regards to the Japanese speaking groups, there are a few things which are a bit different.  Japanese people are raised not to talk to strangers and guess what, they carry this idea over to networking events as well.  In a typical Japanese event, if I know you and I meet someone else I know, I will introduce you to each other.  I won't walk up to a complete stranger and start introducing myself.   

This is how it is done here, but it is pretty limited in terms of how many people you can get to meet. In our case, with my team, we bowl straight up to strangers at networking events and introduce ourselves. If you are going to create a contact with someone new, you have to make it happen.  Be polite and be reasonable, but you have to break through the barriers.

As a foreigner, the social rules are not as strict for me as compared to my Japanese team members. Often I am the battering ram, to walk up to groups standing around in a circle and break in. I then introduce my staff member and away we go.  I just keep repeating this all evening and we get to meet a lot of new people and some potential clients.

At English speaking events there are two varieties again, those who are Japanese and those who are foreigners.  The Japanese always get there early and they will go straight to the tables and sit down, uninterested or unable to meet anyone.  I don't let that little detail stop me.  I walk straight up to them and introduce myself, "May, I meet you? My name is Greg Story" as I extend my business card to them.  They are usually a bit taken aback, because they thought they were safe from having to meet anyone new, but after starting the conversation they warm up.

If you go in pairs, don't sit on the same table.  How are you going to meet anyone if you sit together.  My rule is we divide the room up. I will take this half, you take the other half and we will get back together at the end and exchange notes on who we met at the event.  This sounds simplistic, but so many times I meet people sitting together who are from the same company.  Why would you do that?  I also start with the people sitting down at other tables and leave my own table until last. I walk around meeting everyone at the other tables and then finally at my own table, because I will have a chance to engage with them over lunch.  

The organisers sometimes provide a list of who has signed up to attend the event and this is very handy. If they haven't done that, it is always a good practice to get there early and check the name badges.  This allows you to put a face to the name of those people you have already met and to identify some people you may want to meet. It is also a good practice to ask the organisers to introduce you to people you want to get to know or at least point out who is who, so that you can go and introduce yourself.

I position myself right near the door, so I can meet people as they come in. I recommend you always have a couple of key questions which will help you to know of this is a potential client.  If they are not a client then move on.  I do this politely and say, "thank you, I am going to meet a few more people today" and move on.  I am there to find clients and this is not a social activity to chat with people over lunch. I do that too, but that is not why I am there.  I want to build my contact base and find buyers.  That is the point of networking.  To know and to be known.

Engaged employees are self-motivated. The self-motivated are inspired. Inspired staff grow your business but are you inspiring them? We teach leaders and organisations how to inspire their people. Want to know how we do that? Contact me at [email protected]

If you enjoy these articles, then head over to dalecarnegie.comand check out our "Free Stuff" offerings - whitepapers, guidebooks, training videos, podcasts, blogs. Take a look at our Japanese and English seminars, workshops, course information and schedules.

About The Author

Dr. Greg Story: President, Dale Carnegie Training Japan

Author of Japan Sales Mastery, the Amazon #1 Bestseller on selling in Japan and the first book on the subject in the last thirty years.

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making and become a 30 year veteran of Japan.

A committed lifelong learner, through his published articles in the American, British and European Chamber journals, his videos and podcasts “THE Leadership Japan Series”, "THE Sales Japan series", THE Presentations Japan Series", he is a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. Dr. Story is a popular keynote speaker, executive coach and trainer.

Since 1971, he has been a disciple of traditional Shitoryu Karate and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.