Your big prospective international partner has agreed to let you present your company’s ideas on how to work together. Everyone goes through the formalities of introductions. Now it’s time for your presentation. But as you start to go through your standard presentation, the executives look increasingly disinterested. Some even look a bit agitated. You can feel the heat rising in the room. After the presentation, the audience seems much less engaged in the partnership idea. What has gone wrong?
Let’s go back to the preparations you made before the big presentation. An international presentation requires some key adjustments to be successful. Here are 9 ways to improve your presentations to international audiences:
Know your audience. Are you talking with a German industrial company where technical details are more important than any emotional appeals? Or is this a Brazilian services company where emotional appeal is actually more critical? Should it be fast paced for Americans or slower for an Indian audience? Should I show higher modesty levels for East Asian or Latin American listeners or should I show more confidence for the Lebanese? Cultural and industry variances are important to your content if you want to be in harmony with your audience.
Slow down and simplify language. Those of us who are English speakers need to slow our rate of delivery down for presentations. This is not because our audience is in any way less intelligent than us, but that listening in another language takes concentration away from formulating analysis about your content as well as any questions audience members may have.
No idioms, slang, humor, or other cultural references. These things just don’t translate well. Americans, that means no baseball references like “hitting it out of the ballpark” or “pinch hitting”. Humor varies enough from one country to another that it’s better to avoid the risk of the joke falling flat altogether.
Know the color and symbol references. A few examples: In China, red and yellow are generally positive colors. Green is associated with Islam in many Muslim countries. But don’t show an image of someone with their thumbs up in Turkey: it’s considered vulgar.
Use examples from the natural world. I read this suggestion a while ago and if I knew the source I would credit them. Great suggestion. The entire world understands concepts like predator and prey, animals knowing in advance of a natural disaster, etc. If there is a chance to use examples to make your point from nature, it is likely to be understood and remembered.
Know if there is a status order. In many cultures, the highest-ranking leader in the group gets deferential treatment. That means that you acknowledge their importance in the room and focus your presentation on their attention. This would be true in places like Thailand, Egypt, Argentina and Kuwait. In some countries the opposite is true- everyone gets the same treatment and respect. This includes places like Canada, Australia and Sweden.
Presentation slides should be written out in full sentences for non-English audiences. Many non-native English speakers learned to read and write more than listen and speak. This is especially true in many parts of Asia. Your audience may get much more from reading your slides than from what you say.
Leave behind full-color handouts of your presentation. If this presentation is critical to your company, then by all means have the materials also translated into the local language. This will help you to stand out from your competition!
BE PREPARED. This may sound obvious, but reviewing and practicing before the presentation will help you to stay more engaged with your audience. If possible, do a rehearsal of your presentation with an in-country contact who can give you feedback on how your presentation will be received.
Presentations can help build a key business partnership or accelerate a sales process with an important client. But done poorly, it can cause you to stumble and lose credibility. I hope this article was helpful. If you need help as your company moves into new international markets, please feel free to contact me for advice. I offer a 30-minute complimentary session to talk about your plans and challenges.
Onward & upward,
The International Entrepreneur