Doing Business in South Africa
Posted in Networking Etiquette
Being a melting pot of Western and African cultures, doing business in South Africa has its unique identity that you should adopt.
Be very punctual – Business people in South Africa make every effort to be on time for appointments and even at dinners, which should be made in advance of a business call.
Greeting new people can be tricky – There are several greeting styles in South Africa depending on the ethnic heritage of the person you are meeting. Greetings are leisurely and include time for social discussion and exchanging pleasantries.
Introduce yourself and your business through a mutual associate – Business people sometimes shy away from dealings with others they have never met. Making arrangements to be introduced by a mutual business associate is your best way in to the South African business world.
Letters of introduction could be helpful – If your company has done business with some of the same people as the South African company, letters of introduction could be of extreme help.
Get to know your clients or associates – Make your first meeting about getting to know one another rather than just strictly business. South Africans are more likely to do business with you after they've decided whether or not they like and trust you. In order to do that, make a good impression by appearing to be more interested in friendship than business. Also, you can give the relationship plenty of time before moving on to business matters.
Face-to-face meetings are much preferred – Regardless of ethnicity, South Africans prefer to conduct business on a personal and face-to-face level rather than impersonal communication media such a e-mail, letter, or telephone.
Arrange meetings with lower-level managers in case of impromptu situations – It may be difficult to arrange meetings with senior level managers on short notice.
Use metaphors and sports analogies to demonstrate a point – When someone asks you to explain something or when you want to elaborate a sales point, it is best to use metaphors and sports analogies in order to understand it, and at the same time earn your respect.
Avoid confrontations – South Africans want to maintain harmonious working relationships.
Go for a win-win situation – South Africans strive for consensus when it comes to business decisions.
Start negotiating with a realistic figure – South Africans do not like haggling over price.
Be patient in waiting for decisions – Decision-making may be concentrated at the top of the company and decisions are often made after consultation with subordinates, making the process slow and protracted.
After the meeting, send a summary letter – Follow-up the transaction by sending a letter after the meeting summarizing what was decided and the next steps.
