So after spending the past few days in Sydney meeting existing clients and bringing on board new ones, one similar theme kept reanimating.
They all seemed to be extremely curious about the literature I create around Asian business psychology.
I say Asia because although China has been the greatest emerging economy n the past 20 years, all the tiger economies have contributed to this region’s growth.
What is it about doing business in Asia that has most of the western world fascinated?
Is it that there is 4.46 billion people on this continent?
Or that Australia only has 24 million and China alone has 1.3 billion?
Think about it, if the Life Time Value of your client is ONLY $1, you’d become an instant billionaire overnight (my father kept telling me this).
Today, I want to talk about “energy” which seems to elude so many of my western colleagues.
We talk about feminine and masculine energy a lot.
I believe there is such a thing as Western energy vs Asian energy.
One of my favourite “Asian strategy” used in business and life is called “Pretend to be the pig to eat the tiger”.
In western society, we love to show others how smart, quick or successful we are and I think this is brilliant, and if you’ve worked hard, why not be proud?
But in Asia, the making of the hero does not lie in the victory itself, but rather in the period of endurance, the acceptance of disgrace by pretending to be a pig in order to entice the tiger out of the cave.
To Asians, the endurance beyond any normal human capacity is the true proof of their character.
So how does this translate to understanding your Asian clients?
For starters, the more mild, timid or shy they appear, chances are they’re infinitely smarter than what you think.
They’re staying silent because they want you to show your cards first.
Or if you have a difficult client, understand that they’re establishing whether you’ve got stamina or endurance to go the distance with them. This is a marathon and they want to make sure you’re in it for the long haul.
If you’re trying to close that big deal with a larger Asian client, I recommend you play a game of stealth and remember, when you don’t think they’re observing, they’re actually silently making a decision.
This isn’t about being a walk over, but if you want access to 4.46 billion people, you’re going to either not do business with them or get busy learning.