Dress Archives - Dr. Ivan Misner®

Last week I posted a summary of the conclusions my Business Networking and Sex co-authors and I came to after surveying over 12,000 people and conducting months of research. I promised that this week I would post advice for both women and men in achieving networking success with the opposite sex so below I’ve outlined some key tips Frank De Raffele, Hazel Walker, and I put together.

We Say . . .

We’re all trying to get to the same place. It will be much more profitable for all of us if we can help each other along the way. Here are a few things to guide your success in networking with the complementary gender:

For the Ladies

Don’t get stuck in the credibility phase of the VCP Process®. Ask for what you want.
When asking for help, communicate clearly exactly what it is that you want.
Make time for networking.
When speaking to men, try to impress them and share your accomplishments.
When spoken to inappropriately, speak up about it immediately.
Dress for business at business events.
Put systems in place to track your business.
Stay in contact with and follow up on leads, referrals, and acquaintances made.
Diversify your networks.
Remember that networking is ultimately about getting business, so ask for both business and referrals.
Convey an image to others that you are a serious businessperson, in all that you do.
Get educated about referral systems.
Don’t lump all men into the same group.

For the Guys

Slow down and build the relationship.
Work through the VCP Process® in the proper order of its phases. Don’t race through the credibility phase.
Make and maintain eye contact.
Listen and ask relational questions.
Don’t assume that women don’t take their business seriously.
Don’t hit on women at networking events.
Edit what you are about to say, using filters to sift out what is not business appropriate.
Stay in contact with and follow up on leads, referrals, and acquaintances made.
Stay informed about the best, most current, and cutting-edge networking practices.
Develop and use systems for your networking activities.
Make time for networking.
Speak to relate, not just to impress.
Remember that women are at networking events for business gain, just as you are.

The difference between the genders when it comes to networking is a great advantage, not a disadvantage. By following the tips we have outlined above, you should be able to develop more productive relationships with members of both sexes. Also, be sure to visit www.BusinessNetworkingAndSex.com if you would like to follow the latest developments on the subject of business networking and the genders.

Last week I posted a blog about how cultural differences play into global networking and how understanding those differences becomes very important as we do business around the world.

On a related note, I’d like to offer some valuable tips I’ve picked up from a handful of networking experts in Asian countries–today I’ll focus on China and Vietnam and in the coming weeks, I’ll revisit this topic and provide the additional advice which comes from experts in Malaysia and Japan.

One of China’s leading experts on networking, Jihong Hall (pictured with me below), says that “face is everything to the Chinese.” When used in a business context, face is not something you wash or shave but is something that is granted or lost. In China the word face is an idiom for dignity, prestige, honor, respect, and status. According to Hall, Westerners often make jokes at their own expense or at other people’s expense. They have a knack for laughing at themselves. However, she strongly recommends that you do not do this with the Chinese until you know them very, very well. If you lose their face you will lose their business.

She has three additional recommendations when working with the Chinese:

When negotiating, always keep plenty in reserve. A deal must be a compromise in which you have given enough ground so that their face is satisfied.
Numbers are very important to the Chinese. For example, if your company was formed in 1944 it is best not to mention it because that means “death, death” in Chinese culture. Even prices and fees charged are guided by the right numbers.
How you look is VERY important. Dress well. Smart, casual dress is fine; however, wear stylish clothes.

Vietnamese business networking expert Ho Quang Minh (pictured above) also recommends that you look formal when doing business in Asian countries. He says:

Westerners should be aware that some Asian businesspeople may talk less because they do not feel comfortable speaking English. Don’t assume that they are not highly successful or that they are not driven business professionals simply because they come across as quiet or reserved.
Discuss business over a meal. Do not go straight to the point at the first meeting.

What do you think of this advice–do you find it helpful? If you are a networker in Asia or commonly network in Asian countries, what has your experience been? Do you have any insights to share? Please leave your thoughts in the comments section.