Written by Thomas Norris
The rise of social media has changed the face of many industries, and the B2B sales space is no exception. As more and more people flock to the likes of Facebook, Twitter, and Instagram, the importance of client references in the age of social media has skyrocketed.
In the past, a salesperson’s ability to close deals was largely dependent on the strength of their personal relationships and the reputation of their company. But with the rise of social media, customers are increasingly looking to their online connections for advice and recommendations.
This shift has forced salespeople to become more creative in the way they use client references. Gone are the days when a salesperson could rely solely on word-of-mouth recommendations to close a deal. Today, salespeople must be savvy when it comes to leveraging their online presence and leveraging client references.
Here are a few tips to help salespeople get the most out of their client references in the age of social media:
1. Ask for Referrals
The best way to get great client references is to ask for them. Establish relationships with your clients and make sure they know what you’re offering. Then, ask them for a referral. This can be as simple as asking them to post about their experience on social media or to email their friends and colleagues about your services.
2. Share Testimonials
If you’ve received great feedback from a client, don’t keep it to yourself. Share it with potential customers on social media and other online platforms. This will help establish your credibility and build trust with potential customers.
3. Use Video Testimonials
Video testimonials can be an incredibly powerful tool for salespeople. Ask your clients to film a short video talking about their experience working with you and share it online. This can be a great way to show potential customers that you care about your clients and are dedicated to providing a great experience.
4. Create a Case Study
Case studies are an excellent way to showcase your work and demonstrate the value you provide to clients. Ask your clients if they’d be willing to share their story in a case study and then use the case study to share with potential customers. This can be a great way to show potential customers what you’re capable of and how you can help them.
5. Leverage Social Media
Social media is a great platform for salespeople to leverage client references. Consider creating social media accounts for your business and encourage your clients to post about their experiences with your business. This will help you build a strong online presence and establish trust with potential customers.
Client references in the age of social media can be a powerful tool for salespeople. By leveraging client references, salespeople can build trust with potential customers and showcase the value they provide. By following the tips above, salespeople can get the most out of their client references and gain a competitive edge in the B2B sales space.