Keep your eyes on the prize

Tips on working with clients from different cultures

Making eye contact with your clients is a good thing — right? Not necessarily. As the U.S. continues to attract more global customers, it’s important to know when to look your client in the eye and when to look the other way.

American culture places a high value on looking people in the eye, provided you were born prior to 1965. Individuals who fail to look you in the eye can’t be trusted. On the other hand, Gen X (born 1965-1976), due to high computer use and a reliance on text messaging, almost never looks other individuals in the eye.