GPI 171 – Refer your own best vendors to your customers creating goodwill and customer relations.
Your customer would normally not think of this but you have good vendors that might do a good job for your customer if referred. Tell your customer when he needs to buy something that your firm does not provide to ask you and you will give him a referral. Tell your customer you will ask your vendor to give your customer extremely good pricing because you give him a lot of business.
Referring vendors should save you and your customer money. Offering your vendors to your buyers for cost savings only makes sense. Tell your customer’s buyer that your vendors should be able to help save the customer money if he considers his business with you. Your valued vendors will get the message and appreciate the potential business. Make your referral work for you.