When engaging with potential referral sources, ensure they have a clear understanding of your business offerings and target audience; avoid assuming prior knowledge.

• Work with the person you are talking with to determine if you offer a product or service that aligns with their purchasing criteria. Keep in mind there are often publicly bid contracts for recurring purchases.
• If you have contracts with other agencies, remember to bring copies for reference. Share a list of satisfied customers or completed projects to demonstrate your track record of success.
• Understand the agency’s protocol for reaching decision-makers and present your information in a concise format that highlights your capabilities effectively.