Waypoint Group Solutions:
Identify & Engage Customer References
What customers can be a reference where you need it?
Customer references are the lifeblood of all Sales and Marketing functions. Without effective customers evangelizing your capabilities you sound like every other vendor that promotes themselves. Customer references not only bring an air of authenticity to Sales and Marketing events, but good references also promote your company in the marketplace.
In other words, in addition to being a direct resource for you, customer references naturally tell their friends and colleagues about your products and services on their own fruition. Do you know who these people are? Are you engaging them to promote you?
Winning Customer Reference programs have 3 parts:
- Who? Know who your customer references are by product, service, industry, geography, and other important segmentation
- Where? Easily search a simple online customer database that can be accessed by anyone you authorize
- How? Make sure the system is highly scalable and inexpensive. Start by letting your customers tell you if they would be willing to be a reference!
