Building relationships is the key to winning more business. While the focus is predominately on developing your client relationships, it is important to consider the role that your suppliers can play in generating you more leads.
Often over looked as a potential source of referrals, your marketing strategy should include proactively engaging with your suppliers.
Here are three actions to take with your suppliers to help you win more business.
1. Build your suppliers’ knowledge of your business.
You want your suppliers to consider your business when they are networking and meeting their clients and contacts. However, do not assume that they know and understand what services and/or products you offer.
Meet with your suppliers and present your business to them. Add them to your mailing list and keep them up to speed on your latest news, blogs, activities etc.
2. Arm your suppliers as you would your sales staff.
Provide your suppliers with some brochures and business cards to pass on to anyone they feel may be interested in your business.
3. Lead by example.
Can you provide opportunities for your suppliers to help them grow their business? Through working closely with your suppliers to help them in their business, they will do even more to help you in yours.
Action:
Carry out a 1-2-1 with a supplier. Tell them about your business, arm them as you would your salesperson and consider opportunities for their business.
We are operating in difficult and challenging times. Through working together and supporting each other we will generate more opportunities for success.