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You want to help your customer so he is more likely to buy from you since he derives a number of benefits when he calls you. Assemble a list of discounts for your customers that cost you nothing and gain you customer appreciation and future loyalty. This is easier than you think so think of all of the other items or services your customer buys when he buys from you.
Wedding vendors are notorious for giving references. The photographer provides a list of bakeries (wedding cakes), seamstresses or clothing shops (wedding gowns), hotels (receptions), bartenders (wedding parties), bands (wedding party music) or any number of associated products or services.
Another excellent example of referrals is those companies that the real estate agent tells the new family that bought one of her houses for sales. The agent will tell them where to get groceries, the best medical clinic or hospital to go to, the best school system in the area, the better drug store or hair salon or preferred shopping mall. This comes naturally in that business and it should come naturally to yours.
Make sure the referral goes both ways:
The important task for you to do is ensure the parties that you are suggesting also gives your name when given the opportunity to provide references. Make sure they have brochures, coupons, discount tickets or advertisements from your company. Here are some other firms that use this approach very profitably.
List of associated vendors within an industry:
- Weddings: Photographers, dress and tuxedo shops, travel agencies, professional musicians, piano players and organists, singers, ministers, jewelers, food caterers and limousine services,
- Manufacturers: Metal or plastic suppliers, heat treat specialists, painters, packaging suppliers, freight forwarders, brokers, distributors, insurance brokers, banks (specializing in manufacturing),
- Veterinarians: Dog trainers, pet supplies or specific brand references, stores where you can take your pet,
- Car dealers: Repair shops, automotive painters, title company services, discounts on car supplies, insurance brokers for automotive insurance,
- Realtors: Prepare a list of all of the companies that a new homeowner will need and offer it to the new buyer. This could include, nearby banks, baby-sitting services, reputable painters/remodelers, good lawn care firms, house cleaning services (maid service), heating and AC firms, numbers for the local school districts, coupons for nearby supermarkets and drug stores.
