Written by Thomas Norris
Client references are an invaluable tool in the sales process, and they can make the difference between success and failure. When a potential customer hears the positive experiences of other customers who have used your product or service, they are more likely to trust in your offering and commit to a purchase. In a competitive sales landscape, having a few positive references up your sleeve can be the difference between winning and losing a sale.
Unfortunately, getting those references is often a challenge. Many salespeople don’t know how to go about asking for references or how to use them to their advantage. Here are a few tips to help you get the most out of your client references.
Start Early
Most salespeople wait until they’ve closed the deal to start thinking about references, but that’s a mistake. The earlier you can start building relationships with customers and gathering references, the better. Make sure to ask for references from customers who have had positive experiences with your product or service. Ask them to be willing to speak on your behalf when the time comes.
Stay in Touch
It’s important to stay in touch with your references, even if you haven’t closed the deal yet. This will help to keep the relationship fresh and will show that you care about your customers’ satisfaction. Send out a regular newsletter or give them a call to check in. This will also give you the chance to ask for more detailed feedback on your product or service.
Be Specific
When you’re asking for references, be sure to ask for specifics. Instead of simply asking for a reference, ask for a customer’s opinion on a particular feature or service. This will give you more detailed information that you can use to your advantage when marketing your product or service.
Choose Wisely
When you’re selecting references, make sure to choose customers who have had a positive experience with your product or service. If you have a customer who has had a negative experience, it’s best to leave them out. The last thing you want is for a potential customer to hear a bad review of your product or service before they’ve even had a chance to try it.
Be Prepared
When you’re using a reference, be sure to prepare ahead of time. Know the customer’s story and have a few key points you want to make sure to cover. This will ensure that you’re making the best use of your reference and that you’re making the most of the customer’s experience.
Follow Up
Follow up with your references after the sale. Ask them how their experience was and if they had any feedback for you. This will show that you care about their experience and that you value their opinion.
Client references are an invaluable tool in the sales process, and they can make or break a sale. By taking the time to build relationships and gather references, you can use these references to your advantage in the sales process. Start early, stay in touch, be specific, choose wisely, be prepared, and follow up. With these tips, you can give your sales process a competitive edge.