Client Testimonials Weblink Library
How can you leverage your best client relationships in this day of technology-based communication for the fullest impact?
How much more productive would your salespeople be if they had access to video customer testimonials in their sales process?
Are you ready to shorten your sales cycle by leveraging your customer relationships?
In today’s marketplace where finding and keeping customers is essential to your long-term growth, why not ask your best clients to help you bring new clients on board?
After all, your current clients have been through the selection process. They know why they chose to do business with you and your company. And, most would love the opportunity to help you be successful. In fact, research confirms that over 80% of customers are willing to provide testimonials. Unfortunately, fewer than 20% of salespeople ever ask for them.
When a salesperson does ask for a testimonial, the standard practice is to request a one-page recommendation letter or perhaps even ask them to “take a call” from one of your prospects. While these practices both have value, using technology makes giving testimonials or recommendations easier on your customer and helps speed up your sales process. More importantly, having these testimonials accessible on the net allow more of your sales teams to access the relationship and to do so without being intrusive.
HOW DOES IT WORK?
The approach we follow is comprehensive, from the design through creation and execution of the process. Together, we will build a LIBRARY of client testimonials that can be accessed by your entire sales force via the web. The testimonials can be downloaded to CD or DVD or e-mailed in the form of a web-link.
Better yet, once you have a good number of testimonials, the Library’s SEARCH feature allows your sales force to pull only those testimonials that are relevant to the current sales situation. This kind of focus is extremely useful in closing deals that are “on the fence”.
STEPS WE FOLLOW
CAPTURE – We capture client testimonials anywhere you select, but the best and most economic way is at events where many of your clients gather such as:
- Trade Shows
- Industry Conference
- Executive Briefings
- Client Councils
EDITING AND HOSTING – Once filmed, testimonials are edited and uploaded to your Intranet or we can host the site for you.
CONTINUOUS EXPANSION – Your site will continue to be edited and enhanced as clients come and go, or as they change companies or positions. We will work with you as much as you need us.
WHAT IS THE BENEFIT TO YOU AND YOUR SALES EFFORT?
- You will leverage your best client relationships without burdening them more than once.
- Your salespeople will shorten their sales cycles by tapping the positive experiences of your customers. Nothing sells a prospect like another client that is in the same boat and nothing validates your current customer’s decision to continue to do business with you like new clients coming on board.
- The testimonials in your library are accessible by keyword, helping your sales team fine tune and select the client
testimonial that aligns with the prospect’s situation.
- While access to client testimonials will be via the web, you can also download testimonials onto CDs or DVDs for
proposals, presentations, and trade booth exhibits.
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Sales Effectiveness, Inc.