All businesses have happy customers. Finding new customers and keeping current customers is vital to the health of every business. You can leverage Customer Success Stories in blog posts, web sites, newsletters and case study booklets. In addition, use those Case Studies in the Sales Process in four different ways.
We are all pressed for time and tend to skim through our mail. Capture the attention of prospects and compel them to keep reading by featuring a success story in your sales letter.
E-mail, whether used as a part of an integrated campaign or just a one off note to a hot prospect allows you to capture a prospect’s attention. Similar to sales letters, get to the point quickly and succinctly in relating a customer win/win situation.
PowerPoint or Multi-media Presentations
Pitch how your firm has created desired results for customers like your prospect. The old, reliable standby PowerPoint works great. What is even better is an audio or video clip featuring the customer story embedded into the PowerPoint.
The sales letters, e-mails and PowerPoints have contributed to a situation where a prospect asks for a proposal. Now, is the time to prove to the prospect that you have the knowledge and experience to “take the monkey off their back” and solve their problem. Go back into your catalog of Customer Success Stories. Select the appropriate ones to sprinkle throughout your proposal to support your assertions about company skills and outcomes.
I have written 4 other posts on Customer Success Stories. Click below to read them.
- Leveraging Customer Success Stories in Communications Vehicles
- Using Customer Success Stories with the Media
- 6 Techniques to Repurpose Customer Success Stories
- 6 More Techniques to Repurpose Customer Success Stories
The sales cycle allows for using success stories in sales letters, e-mails, PowerPoints and proposals. Let your customers show your prospects why they should do business with your company.
That is what I am thinking. What is on your mind? Please comment below.
- How do you use customer success stories in your sales cycle?
- What results have you achieved with your case studies?
- What other sales cycle usages do you see for case studies?