Why Great Meetings with Americans Don’t Always Lead to Results – and What to Do
Last week I was in the Netherlands to deliver the workshop “Doing Business with Americans – Successfully”. And this time, just like almost every workshop, I was asked “I had an excellent meeting with a potential American business partner or client, everything seemed promising, but now I haven’t heard back. How should I interpret this? What should I do?”
The first step is to take off your Dutch lens, the way you interpret situations, and put on an American lens to start understanding things from the American perspective.
What is the American perspective?
Americans are known for their optimistic and upbeat communication style. In meetings, you’ll often hear how great your idea is, how eager they are to collaborate, and how promising the future looks. To a Dutch entrepreneur, this might feel like a deal is about to be closed. However, here’s a key cultural difference: Americans tend to express enthusiasm, even when they’re not yet sure about the next steps. This is their way of building relationships and keeping their options open.
In contrast, Dutch professionals tend to be much more direct. If a Dutch person says they’re excited about your proposal, it often signals genuine interest and concrete follow-ups will soon follow.
Understanding this difference in communication is the first step to interpreting the silence you may experience after a positive meeting.
So You Haven’t Heard Back – What Now?
The term “crickets” is commonly used in the US to describe silence, especially an awkward or unexpected lack of response. It comes from the sound of crickets chirping in a quiet environment, highlighting the absence of any other sound or reply.
There are several reasons why you might not hear back after what you thought was a successful meeting with an American contact. One of the main reasons is that Americans tend to avoid saying "no" directly, as they often see it as too blunt or confrontational, and potentially hurt the relationship. Instead of rejecting your proposal, they might simply let communication fade. This doesn’t mean you’re out of the running, but you’ll likely need to follow up more proactively to stay on their radar.
Another reason could be that Americans are often juggling multiple projects at once. Your proposal might not be their top priority at the moment. Again, this doesn’t necessarily mean they’re uninterested – it could just mean that other matters demand their attention.
What Can You Do?
1. Take the Initiative: While the Dutch may expect to be contacted if and when they’re needed, Americans appreciate proactivity. If you haven’t heard back after a few days, reach out yourself. Politely ask for an update and offer to assist with any questions or challenges.
2. Be Consistent in your communication: Dutch entrepreneurs often fear being too pushy, but in the U.S., regular follow-ups are appreciated. Keep the tone friendly and always add value, such as sharing additional insights or information that can help them move forward.
3. Build the Relationship: Americans like to do business with people they trust. Continue to invest in the relationship by engaging in informal conversations and showing interest in their work and challenges. This can lead to more open communication and help keep you top of mind.
4. Stay Flexible: Sometimes, Americans may just need more time to make decisions. Be patient, remind them how you can contribute to their success, and make it clear that you’re ready to move forward when they are.
In Conclusion: Stay on their radar!
Dutch American Cultural Differences
Silence after a positive meeting doesn’t mean you’ve lost the opportunity. Often, the Dutch interpret silence differently than it’s intended by your American partner or customer. This is just one of the many differences in how Americans think and do business. Understanding these differences is crucial for a successful expansion into the US. Let me help you prepare for your interactions with American partners and clients, and improve Dutch-American collaboration. Simply reply to this email or schedule a free 30-minute assessment here.
Top 10 insights for working with Americans
Are you thinking of expanding your business to the US? Are you currently working with Americans, but not getting the results you expected? Download my free guide “Top 10 Insights for Working with Americans” to better understand the American way of doing business and how you, a Dutch entrepreneur, can use these cultural differences to your advantage!
Hi, I'm Annette, the owner of Dutch American Connection. With over 15 years of experience empowering expats and entrepreneurs to thrive in the US, my mission is clear: to equip Dutch entrepreneurs and Dutch/American teams with the essential tools and insights for successful expansion into the American market. By bridging cultural gaps and leveraging their unique strengths, I guide Dutch companies on how to do business in the USA!