It is important to know how well the business you are interacting with and to
know precisely the commitments they have made to their customers.
It is preferable that you have this information in writing to avoid any
misunderstanding.
This may be in the form of a purchase order, but may also be a fax or just a
handwritten note that their customer presents.
If a business sends a customer to another business to select products, obtain
service, etc. they should have something to verify who they are and who
sent them. This can be in many forms. Frequently, a purchase order (PO) is
used, but it can be other forms of communication—even a handwritten
note.In any event, it is important to realize that in providing service to the customers
of another business you are in a position of trust.
In one way, you are acting for, or on behalf of, the other business.
Therefore, to avoid misunderstandings, it is even more important than usual
to make sure communication is clear and well understood at all times.Know your business client
The following points are key considerations whenever you are serving the
needs of a business client. Getting to know your client better and their needs
will help to ensure a continued relationship with the client.
- If your client is another business, it is usually well organized. It knows what
it wants. - They often have a checklist to run through and want quick, direct
information on product availability, prices, features, and benefits. - Your client wants knowledgeable people to serve them.
- Take the initiative! Ask intelligent questions to define his/her needs.
- Cultivate a relationship with your client. Become a bit more than just a
business acquaintance. Become their key resource centre for both product
and information. - If you are involved in a project, you will have plenty of opportunity to
develop a relationship, as you will be seeing your client frequently. In most
businesses, many customers are only seen 2–3 times a year.