Are the wholesale reps who call on you helping you grow your business?

Sure, they stop by to visit, offer good customer service, are knowledgeable about their products and maybe even bring you a gift or two. But if they want more referrals and deeper relationships with their customers (you) there are a few things they can do to get even more business.

The number one way to grow most any business is through reciprocity – give to others and they will give to you. Reciprocity exist in all cultures all over the world!  Sadly, most reps are takers not givers. They come by to ask for business and then get mad when you don’t send them any. Fortunately the good ones know how to give first in order to receive.

In his book, Givers and Takers, Adam Grant says, “A successful giver gives MORE than what they are asked to give.” Does your rep introduce you to potential new customers? How about offering new ideas on how to get more customers? They should.

The next time your rep walks into your office, reverse the conversation. Ask, “What’s in this for me?” And they’ll start telling you how great their product is for your customer. Say, “No, I’d like to know what’s in it for me – not my customer. How can I benefit from doing business with you?”

After the awkward silence, hand them a copy of my list below.  Then say, “Hey, it’ll help you too!”

Things a Rep can do to increase business