[et_pb_section fb_built=”1″ _builder_version=”4.4.3″ custom_padding=”0px||0px|||”][et_pb_row column_structure=”3_5,2_5″ _builder_version=”4.4.3″ custom_padding=”0px|||||”][et_pb_column type=”3_5″ _builder_version=”4.4.3″][et_pb_text _builder_version=”4.5.3″ text_font=”roboto-regular||||||||” text_text_color=”#003a7c”]True to the motto Time is Money, and in contrast to Europeans, Americans focus on the quick win. Hence the \u201celevator pitch\u201d and short, succinct presentations.[\/et_pb_text][\/et_pb_column][et_pb_column type=”2_5″ _builder_version=”4.4.3″][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ _builder_version=”4.4.3″ custom_padding=”0px||0px|||”][et_pb_row column_structure=”2_3,1_3″ module_class=”reverse-columns-mobile” _builder_version=”4.4.8″ custom_padding=”0px|||||”][et_pb_column type=”2_3″ _builder_version=”4.4.3″][et_pb_text _builder_version=”4.5.3″]<\/p>\n
[\/et_pb_text][\/et_pb_column][et_pb_column type=”1_3″ _builder_version=”4.4.8″][et_pb_text _builder_version=”4.5.3″ text_font=”roboto-regular||||||||” text_text_color=”#003a7c” custom_margin=”||0px||false|false” custom_margin_tablet=”||15px||false|false” custom_margin_phone=”” custom_margin_last_edited=”on|tablet”]Photos: Shutterstock\/Rawpixel.com, German American \u00adChamber of Commerce of the Southern US; Illustration: Ciska van der Schalk[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ _builder_version=”4.4.8″ custom_padding=”0px||0px|||”][et_pb_row column_structure=”2_3,1_3″ _builder_version=”4.4.8″ custom_padding=”0px|||||”][et_pb_column type=”2_3″ _builder_version=”4.4.8″][et_pb_text _builder_version=”4.5.3″]<\/p>\n
Even the most cursory glance at American culture shows that, when it comes to doing business in the States, speed and an appetite for risk are the distinguishing features. Unlike in Germany, strategy and planning are focused on the immediate goal, to be adapted at a later stage if required. \u201cTrue to the mottos Time is Money and Just Do It, the Americans tend to focus on acting quickly,\u201c says Michaela Schobert, Director of Consulting Services at the German American Chamber of Commerce of the Southern US in Atlanta. \u201cWe Germans often concentrate on precluding possible future errors at the planning stage, whereas for Americans, such future errors are seen as an opportunity to develop and improve your product further down the line.\u201c For over six years Schobert has been advising German companies on how to do business in the States. Prior to her current role, she built up the export business for a German company, focusing on Asia and North America. As the old saying goes, you never get a second chance to make a good first impression, and Strobert stresses the importance of having a friendly, polite and generally positive appearance when meeting for the first time. \u201cIn the US, a nice smile is an important part of making a good first impression and paves the way for smooth negotiations later on, but it shouldn\u2018t appear insincere,\u201c says Schobert. The Americans appreciate proactive contact and a one-line pitch of your business, preferably when exchanging business cards. Caution is advised, however, with the welcoming question \u201cHow are you?\u201c, which in America is not an invitation to discuss your health. A brief \u201cI\u2018m fine, thank you. How are you?\u201c is all that is required. First name terms are de rigeur, so discussions might seem more relaxed and informal than in Germany, although it still pays to observe hierarchies and a sense of professionalism.<\/p>\n
While for us the term \u201csmall talk\u201c has connotations of triviality, in American business culture it\u2018s the right way to start a conversation. But avoid controversial topics such as politics, religion or history. Sports, travel, hobbies and leisure activities are good starting points. Humour can also serve as an additional icebreaker, as long as they don\u2018t come across as artificial or inappropriate. \u201cIt is also a good idea to be generous with compliments and thanks in general,\u201c advises Schobert. Criticism and reproaches should not be too overt. In order to avoid them, the Americans have developed a strategy known as the sandwich method, whereby negative content is bookended between positive statements. \u201cOur direct German manner can quickly be perceived in the US as crude or impolite. Just like our direct way communicating, which is sometimes perceived as impatient, insensitive and sometimes even insulting.\u201c Conversely, Germans often find the American indirect way of communication vague and misleading.<\/p>\n
[\/et_pb_text][\/et_pb_column][et_pb_column type=”1_3″ module_class=”dtb-sticky” _builder_version=”4.4.8″][et_pb_sidebar area=”et_pb_widget_area_7″ show_border=”off” admin_label=”Werbung Startseite \/ Artikel” _builder_version=”4.5.2″ _module_preset=”default”][\/et_pb_sidebar][et_pb_sidebar area=”et_pb_widget_area_9″ show_border=”off” admin_label=”Werbung Artikel” _builder_version=”4.5.2″ _module_preset=”default”][\/et_pb_sidebar][et_pb_image src=”https:\/\/www.logistics-pilot.com\/wp-content\/uploads\/2020\/08\/Michaela-Schobert.png” title_text=”Michaela-Schobert” align=”center” _builder_version=”4.5.3″ custom_margin_tablet=”” custom_margin_phone=”25px||||false|false” custom_margin_last_edited=”on|phone”][\/et_pb_image][et_pb_text _builder_version=”4.5.3″ header_3_text_color=”#002e5b” text_orientation=”center” custom_margin_tablet=”” custom_margin_phone=”||40px||false|false” custom_margin_last_edited=”on|phone”]<\/p>\n
Michaela Schobert, director of consulting
\nservices at the German American Chamber of Commerce in Atlanta[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ _builder_version=”4.4.8″ custom_padding=”0px||0px|||”][et_pb_row column_structure=”2_3,1_3″ _builder_version=”4.4.8″ custom_padding=”||||false|false”][et_pb_column type=”2_3″ _builder_version=”4.4.3″][et_pb_text _builder_version=”4.5.3″]<\/p>\n
It gets really exciting if you delve deeper into the business processes. After all, Americans operate differently from us, especially during presentations. Germans have to give up old habits and, for the sake of their American partners, put the cart before the horse. This is done by putting the result and conclusion at the beginning of a presentation before going into the details of how it should come about. \u201cThe German order can cause confusion among US business partners, because Americans want to get to the point quickly and\u00a0 understand immediately what it\u2018s all about,\u201c says Schobert. One extreme form of the American sales presentation is the so-called elevator pitch. As the name suggests, the aim is to convince your partner of your idea during an imaginary elevator ride. This requires above all a short, concise message and emotional components that arouse enthusiasm and interest as a basis for further discussion. \u201cThis shows the importance in the US of the principle \u2018Sell yourself \u2018. False modesty or restraint are out of place. \u201cIt\u2018s important to find the right balance between a self-confident, goal-oriented style and communication that is not perceived as too direct,\u201c says Schobert. What is important is that there is no blanket template that can simply be laid on the US and used as a guideline for action. Rather, it is important to note that America, with its wide open spaces and regional differences, is not a homogeneous business environment. \u201cFor this reason alone, German companies should seek advice from experts such as the German-American Chamber of Commerce when setting up and expanding their business in the US, in order to benefit from our local presence, experience and resources,\u201c says Schobert. (bre)<\/em><\/p>\n [\/et_pb_text][\/et_pb_column][et_pb_column type=”1_3″ module_class=”dtb-sticky” _builder_version=”4.4.8″][et_pb_blurb title=”More information” _builder_version=”4.4.9″ header_font=”|||on|||||” header_text_color=”#ffffff” header_font_size=”16px” text_orientation=”center” custom_margin=”||20px||false|false” custom_margin_tablet=”” custom_margin_phone=”25px||||false|false” custom_margin_last_edited=”on|phone” custom_css_blurb_title=”display: inline-block!important;||background: #002754!important;||padding: 5px 13px 3px 13px!important;||position: relative!important;” border_width_bottom=”1px” border_color_bottom=”#002754″ header_text_color__hover_enabled=”on|desktop” header_text_color__hover=”rgba(255,255,255,0.71)”][\/et_pb_blurb][et_pb_text _builder_version=”4.5.3″ text_orientation=”center”]<\/p>\n