Quick… name your most effective salesperson. Nope, it’s not your high-performing outside rep who’s made quota for the past five years. Guess again…
It’s your customers.
Your sales and marketing teams can talk about your products and value propositions until they’re blue in the face, but a company’s spokespeople talking about themselves will always lack a certain amount of credibility. A customer, however, is an independent organization that has chosen you over your competitors, and carries genuine credibility and legitimacy. Their word-of-mouth endorsement can easily land a sale. How can you capitalize on this loyal group of enthusiastic supporters? By asking them to participate in a case study or success story. There are benefits for everyone:
For your company – you can promote big name customers and add instant recognition via case studies, success stories, YouTube videos, and press releases
For your customers – gives them a great opportunity to co-brand with your company. In addition, references and links to their website will help increase their organic search results.
For your salespeople – provides fantastic sales tools to further build your company’s customer base
For your future customers – takes the guesswork out of purchasing and enables them to confidently make a decision based on the results of current customers
But you don’t have to take my word for it… you can read my success stories and see what I mean. Don’t blow your own horn, let your customers do it for you. Toot toot.