Cross-Cultural Communication Challenges
Most online sellers are aware of the power of testimonials. They often fill up several screens on the single online sales page. Testimonials can look like the who’s who in a particular industry. The more recognizable and famous the person the better.
Testimonials must work.
- They break down objections.
- They can add credibility.
But do these testimonials work well for everyone?
Well, they certainly work in North America.
Read here to learn where testimonials get you more international sales
But you do not see the same style of testimonials systematically throughout other countries. And when you notice differences in different countries, it is usually a good sign to dig further. People usually do things differently for very good reasons.
Cultural Differences In Perception
This is also why different cultures respond to testimonials differently.
From experience, I can tell you that today’s “American-style” testimonials have the opposite effect on many French people around me.
Instead of creating credibility, this style of testimonial inspires distrust:
- Why do they have to put such hype like that here?
- What are they trying to cover up?
- How much did they pay this person to give a testimonial?
In fact, I have seen French people around me immediately turn away from such testimonials in disgust.
Now, of course, French buyers online can become culturally acclimatised to “American-style” testimonials. And they can “accept” this cultural difference when they go looking abroad.
But, would this same French audience respond well to a North American company actively promoting their wares to a French market using the same tactics?
Probably not.
Even when the communication is in English.
This also raises the issue of why so many French companies have a hard time cracking North American markets. They have a totally different approach to creating credibility and answering sales objections.
Your Foreign Buyer’s Cultural Mindset
The buyer is in a different mindset when he is looking and when he is being sold.
This reminds me of the Eugene Schwartz book, Breakthrough Advertising. And also brings to mind his guidelines to different levels of market sophistication.
International web marketing is not only about adapting to cultural differences.
Another interesting viewpoint is to look at market sophistication. And more precisely the cultural differences in market sophistication. These differences can give you good guidelines on how to adapt your international marketing.
If you want to target international markets through web marketing in English, you need to evaluate:
- your foreign target market’s cultural profile
- their online “maturity”
- a comparison between their domestic market and online market sophistication
Adjusting Testimonials
The best testimonials have a purpose. They are a response to specific objections or questions for your readers. The challenge with an international audience is that readers from different countries:
- Have different questions and objections
- Want your answers in different formats
…and not necessarily in testimonials.
This is why you should evaluate how you use testimonials when targeting international audiences, and particularly online.
If you are marketing to different foreign markets you will find yourself adjusting your testimonials and how you use them. This is part of creating the right connection with your different foreign markets.
Testimonials are just one of the cultural web tools you can use in your international marketing strategy.
Brush up your international skills…
Read more on Cross-Cultural Communication Challenges:
- Avoid Email In Cross-Cultural Conversations
- Cultural Differences In Testimonials
- Different Cultures Do Things Differently
- Small Businesses Learn From Intercultural Communication Difficulties To Grow Their International Business
- Take Time To Communicate Effectively With Different Cultures
- The Challenge Of Cultural Filters
Dig Deeper Into Cross-Cultural Communication Challenges:
- Culture & Political Correctness
- Cultural Perceptions
- Future Trends
- International Customer Expectations
- Taming Foreign Languages
Use these skills in your international strategies on the…
Get International Clients International Sales Road Map:
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Step 5 – Connect With Your International MarketsConnect… |
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Culture Customized Content• How can culture-customized content increase your international sales? Find out more in Step 5 on Get International Clients |
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International English• What is international English and what can it do your for business? This is part of Step 5 on Get International Clients. |
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Cultural Web Tools• How can you tweak your web site to improve your cross-cultural communication? Find out more in Step 8 on Get International Clients |
