Checking trade references is a crucial step in the business-to-business (B2B) sales process. It involves verifying the credibility and reliability of a potential customer by reaching out to their previous business partners or clients.
Checking trade references is essential for several reasons. First, it helps mitigate the risk of engaging in business with unreliable or untrustworthy companies. By verifying their references, you can gain valuable insights into their business practices, financial stability, and customer service track record. Second, trade references can provide valuable information about the potential customer’s industry knowledge, expertise, and reputation. This information can help you make informed decisions about whether to proceed with the business relationship.