Presentations

• Sophisticated PowerPoint and video presentations with multiple illustrations are the norm for many forward-looking Chinese companies, and it is advisable to take the same approach to create a good impression. Dual language presentations and hand outs in Chinese are essential.
• Chinese audiences are often more interested in the cost-effectiveness of the product rather than the product itself. Therefore it is vital during the presentation to show how your product can save money.
  Chinese audiences also like to see case studies of operational projects using your product, preferably in China or a neighbouring country where conditions are similar. Client lists featuring major players will create good reference points for the Chinese side.
• Audience reactions vary. The Chinese applaud themselves when they have spoken, as well as clapping in response to others. But do not be put off if your audience is extremely passive. Throwing questions to the audience, inviting group discussion and asking for questions may not elicit much reaction, although younger participants are often more willing to ask questions. Often, audiences are happier writing down their questions rather than asking them in front of others.