(Source: https://pltfrm.com.cn)
Establishing a strong network is crucial for B2B success in China. Here are strategic approaches to build and leverage your B2B network in this dynamic market:
1. Understanding the Importance of Guanxi
In China, ‘guanxi’ (relationships) is the cornerstone of B2B networking. Invest time in building personal relationships with key business contacts. For example, a European machinery exporter secured a major deal by first establishing a friendly relationship with a local distributor over several meetings and shared meals.
2. Participating in Industry Events
Attend trade shows, conferences, and industry-specific events to meet potential partners and customers. A US software company expanded its network by actively participating in China’s tech expos, leading to several valuable B2B connections.
3. Utilizing Online Networking Platforms
Leverage LinkedIn and Chinese professional networking sites like Maimai to connect with industry peers. Share insights and engage in discussions to increase your visibility and credibility in the market.
4. Cultivating Relationships with Local Chambers of Commerce
Join local and international chambers of commerce in China to access their network of contacts and resources. A UK manufacturing firm found a reliable supplier through the connections made at a chamber of commerce event.
5. Hosting Networking Events
Organize events, seminars, or workshops to bring industry professionals together. A German automotive parts company hosted a successful networking event in Beijing, which helped them connect with key decision-makers in the automotive industry.
6. Building a Local Team with Strong Connections
Hiring local staff with established networks can be invaluable. A French cosmetics brand leveraged the local connections of their Chinese sales manager to quickly build relationships with beauty salons and spas.
7. Engaging in Corporate Social Responsibility (CSR) Initiatives
Participate in CSR activities to enhance your brand’s reputation and connect with like-minded businesses. A Korean electronics company formed strategic partnerships through their involvement in environmental conservation projects in China.
8. Maintaining and Nurturing Relationships
Regularly maintain contact with your network through follow-up meetings, updates, and personalized communication. A Japanese pharmaceutical company kept in touch with Chinese hospitals and clinics, leading to long-term B2B collaborations.
9. Adapting Communication Styles
Adapt your communication style to be more indirect and diplomatic to align with Chinese business culture. A Canadian tech startup successfully negotiated a partnership by showing respect for the potential partner’s opinions and taking time to reach a consensus.
10. Learning from Local Business Practices
Continuously learn about Chinese business etiquette and practices to build rapport. A Spanish wine importer gained the trust of Chinese distributors by demonstrating their understanding of local business customs.
PLTFRM is an international brand consulting agency that works with companies such as Red, Tiktok, Tmall, Baidu and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries exports in China account for 97% of the total exports in Asia. Contact us and we will help you find the best China e-commerce platform for you. Search pltfrm for a free consultation！
