How to Export to Brazil - Sprint Lazio

Brazil – Ministry of External Relations
country or some relevant fact, but this should be brief and, if possible, the topic
should be approached in a light-hearted manner.
Avoid making comments about politics, the economic situation or, for that matter,
issues related to Brazilian foreign trade that you may not agree with, as this may lead
to inconvenient comparisons.
In the ice-breaking stage, the traditional cup of coffee is almost certainly offered
together with water, which may be still or sparkling. Although served in a small cup,
the coffee is strong, differently from other Latin American countries, and may be
sweetened with sugar or sweetener. This whole ritual will take place in a cordial
atmosphere, while those present usually drink the coffee and then the water. At this
point, the exporter may seize the opportunity to hand out business cards and small
company gifts that they may have brought along, such as key rings or pens.
You will also receive the client’s business card. Make sure you register the name of
your interlocutor and then start talking about your company and product. It could be
said that this is the meeting’s starting point. Your presentations should be objective,
brief and clear, and if a technical presentation is required, do not be patronizing, as
it is assumed the client will also be knowledgeable about the product they wish to
purchase. Few questions will be made during your presentation, but in the ensuing
stage many will be raised related to all aspects of your product, including prices.
At this time, do not be discomposed if someone enters the room or the cell phone
rings, as it is habitual for some to leave the room for a while in order to answer the
phone. Make sure that your your presentation comes to an end as naturally as possible.
Do not forget that you are the visitor. Therefore, pay close attention to signals from
the client so as to pick up hints that the meeting is over. In these occasions, everybody
normally stands up and, if the mood is appropriate, further light conversation with
some humorous comments will ensue.
Depending on the business mood established, an invitation to lunch or even a business
dinner to pursue negotiations is possible. These initiatives should therefore not be
treated as mere social events.
In such cases, the client may make some comments on the Brazilian national cocktail,
the caipirinha, but this does not necessarily mean you are being invited to try it.
Participants will often just drink water or a soft drink.
Often, the topic of the conversation will move from business to social matters, such
as soccer, carnival or Brazil’s natural beauty, but this is only a strategic pause and
business talk will soon continue.
The visitor will hardly ever be invited to visit the client’s family, unlike in other countries.
However, if the business topic has dried up, Brazilians like to pursue conversation on
personal matters, informally and discretely.
When it is time to pay the check, take the initiative to call the waiter and hand him
your credit card, even if the client insists on paying the bill, as your attitude will be
welcomed not because of your financial means, but of your courtesy.
As you leave, the client may wish to take you to your hotel. Kindly accept, as Brazilians
like to make sure you will arrive safely.
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