Written by Thomas Norris
As sales people, we all want to increase our sales cycles and close more deals. But how can you make sure your references remain engaged throughout the sales cycle when the process varies in length?
When it comes to managing references during sales cycles of varying lengths, it takes a bit of strategy and preparation. Here are some tips to get you started:
1. Get your references involved early
One of the best ways to ensure your references stay engaged throughout the sales cycle is to involve them early in the process. Invite them to participate in the discovery process, and ask them questions about your product or service. This will give you invaluable insights that you can use to tailor the sales pitch and close the deal.
2. Make sure your references are up-to-date
It’s essential that your references are up-to-date on all aspects of your product or service, especially if the sales cycle is lengthy. Make sure you’re providing them with timely updates about any new features or changes so they can speak confidently about your offering.
3. Reach out regularly
No matter how long the sales cycle is, it’s important to stay in touch with your references. Make sure you’re checking in regularly, and don’t be afraid to send a quick email or text to remind them about the product or service. This will help ensure your references remain engaged and informed throughout the sales cycle.
4. Show your appreciation
It’s important to show your appreciation to your references for their time and effort. Make sure you’re thanking them for their help and offering small tokens of appreciation such as gift cards or discounts. This will show your references that you value their time and effort.
5. Leverage technology
Technology can be a great way to manage references during sales cycles of varying lengths. Automated tools such as customer relationship management (CRM) systems can help you stay organized and keep track of your references’ progress throughout the sales cycle.
6. Utilize case studies
Case studies are a great way to demonstrate the value of your product or service. Ask your references to provide you with case studies of successes they’ve had with your product or service. This will help you show prospective customers the value of your offering and, in turn, increase the length of your sales cycles.
7. Track progress
It’s important to track your references’ progress throughout the sales cycle. This will help you identify any weaknesses in your sales process and make sure your references are providing the necessary support.
By following these tips, you’ll be able to successfully manage references during sales cycles of varying lengths and give yourself a competitive edge. With preparation and strategy, you’ll be able to close more deals and increase your sales cycles.
At the end of the day, it’s important to remember that your references are your most valuable asset. With the right tools and strategies, you’ll be able to ensure they stay engaged throughout the sales cycle, no matter how long it is. Good luck!