Do You Check References?

When looking to purchase an expensive item or use a new service provider, do you ask for references? I was surprised recently when I made reference calls for a new service provider we were considering. One of the references told me that she had never made reference calls to check on potential new vendors, but thought it was a good idea to do so.

It’s more than a good idea, it’s really important and you never know what you are going to learn. One of the calls I made was enlightening as to other potential vendors in our area. The person I spoke with started telling me his ‘horror’ stories about the previous vendors he had dealt with. He did give an excellent rating to the company we were considering, but one of the companies with which he had a bad experience was a company we were also considering using.

When you are getting ready to make your reference calls, be prepared. The people you will be speaking with are doing you a favor so keep it short. Have a list of no more than 5 questions prepared. Don’t just ask if they are ‘happy’ with the product/service. Ask how it has improved theirr company or what additional value it has brought them. Ask if the company was responsive and timely in dealing with them. Also ask if there was anything they would do differently if they were entering into a purchase with this vendor again.

It’s easy to take shortcuts and forego checking references. But it’s not smart. You may be missing valuable information.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.