Prospecting Methods: Relationships

You’re in the business of selling. At the same time, you’re buying from someone as well. Who do your suppliers sell to? Are they related to your business? Could they become your prospects? Why not?

Connect with your suppliers from time to time. Find out if they supply their services to anyone who would be interested in what you are offering. If possible, ask for a referral. Other information you could find out is also important. For example, you are chasing a prospect but find out from your supplier that they are not good at payments you could change your payment plans.

However, doing so means that you keep a good relationship with your suppliers as well. The same way you need to keep good relations with your customers and build their confidence, you need to build the confidence of your suppliers too. This is to ensure that not only will they be ready to refer their clients to you, they could become your spokespersons.

A good word said by someone else on your behalf goes a long way.