When a professional does recommend you, they often act as a virtual salesperson for your company. For example, suppose you make concrete countertops, and you have a good relationship with a kitchen design firm. You have a countertop on display in their showroom, and they have several color samples to show customers. Once you get to that point, the process usually works as follows: The kitchen designer faxes you a drawing of Mrs. Smith's kitchen and asks for a quote.
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