When to Use Customer Case Studies in the Sales Process

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Four Ways To Drive Impact with Proof Points

Gain Attention A powerful testimonial that contains measurable results can be the one thing that makes a prospect take notice.

If you’re having trouble attracting an individual prospect, use a testimonial to get their attention.

WHEN TO USE CUSTOMER TESTIMONIALS

4.1.

Demonstrate Value

WHEN TO USE CUSTOMER TESTIMONIALS

Buyers are skeptical; they want to know that you can do what you promise. An effective testimonial provides tangible evidence in the eyes of your buyer.

Telling them you can cut their processing costs by 25% is one thing. Hearing that same metric from three of your customers can motivate action to move the deal forward.

4.2.

Show Differentiation

WHEN TO USE CUSTOMER TESTIMONIALS

Your competitors are always part of any sales process. If your prospect is considering a major purchase, it’s highly likely that they’re evaluating other solutions.

A testimonial that demonstrates your differentiation is an effective way to show how your solution is more effective than the competition’s.

4.3.

Mitigate Risk

WHEN TO USE CUSTOMER TESTIMONIALS

Later in the sales process, your buyer is looking to mitigate risk in the purchase. They want to feel comfortable about doing business with you.

Hearing clients who are similar to your buyer talk about their success can help lessen any hesitation they may have about becoming your partner.

4.

Wait, There’s MoreDevelop Powerful Testimonials

Identify Your Current Proof Points

Uncover White Space

Determine Where You Need Great Testimonial Content

For more information:forcemanagement.com

Use our Template to Analyze Your “White Space”