Customer Story
Industry Computer Software
Location Washington,DC
Employees 501-1,000 employees
Products Customer Content, Customer References, Customer Engagement, Customer Advocacy, Salesforce App
Q
How do you go about introducing recorded references to your prospects for the first time?
A
The team I worked with explained the process to the seller and set it to the seller so they fully experienced the process. The seller would explain to the prospect that while we wait to connect them to a live customer, there’s a recording of XYZ from ABC company who answers almost all their questions. Do they want to see it? It’s fast and available now. Let them know that the person/company that aligns closely with the “reference profile” they shared is not available but there is a recording of them answering 9 out of their 10 questions they submitted for a reference call. The recording is available immediately and no meeting needs to be arranged. Provide the guidelines of what they are about to see. Give them the rules and restrictions – open on one device so you shouldn’t use your mobile phone, expires in X days, can’t be shared, they can review it as many times as they want before it expires. Send a secondary email of just text to ask them to check their junk folder in case it went in there.
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