It is not your client’s job to remember you. It is your responsibility to make sure you are unforgettable.
Here is a great action step to take. Call your five best clients, those whom you currently use as references.
Even if you leave a voicemail, say “Bob, I never get tired of telling the story about how we (fill in the name of an important project you worked on together). Would you mind telling me in your words what your experience was? Did we reach or exceed your expectations? Did we come in under budget? With your permission, I would like to make an appointment and record your comments. May I use you as an example in my sales presentations? Let me know when we can talk.”
Takes your satisfied clients on your sales calls
Your good clients and customers will be excited to be quoted. In fact, they would probably be flattered to be featured in your sales presentations, and you will be amazed at how eloquent they are. Most likely they will be more complimentary and come up with better phrases and rave reviews than you can remember. In your stories, you will have the actual dialogue of what they are saying about you. You might even be able to get all the information from comments you have on your website or in letters. Make sure you have specifics.
Still shy about asking? Here is a bonus: The very fact that you are calling will often remind them they need more of your services. Or they were just talking about you to a friend and they now have a reference for you. This has happened many times in my business when I just called to say hi! I’ve also experienced it from the client-side when one of my vendor partners has called me.
This is a twofer:
You update your happy client success stories with fresh material and set up an opportunity for more business, just by picking up the phone.
The Number 1 way to make your sales conversations successful is by telling happy customer stories. I challenge you to call your happy clients!
Make More Sales More Often
FrippVT Sales is an interactive online training for sales presentations.
“To watch how our veteran group of salespeople became involved in your Storytelling to Increase Sales was impressive. We are excited to continue your training with FrippVT Sales.” Jeff Walters, Vice President, North American Sales, Peak-Ryzex
“We consider the investment in Patricia’s coaching a ‘must-have’ part of our events. Since Patricia has been working with our expert technical presenters our customers rate their performances superb.” Greg Smith, Vice President, Product Marketing at Nutanix
Need help for you or your team on improving important conversations and presentations? The Fripp Customized Approach will work for you. Contact Fripp today!