What references can a good salesperson provide?
Posted: Wed Dec 04, 2024 6:19 am
If you send them a mere description of everything you can offer them, they are very likely to read your email as they would read another competitor's.
What references can a good salesperson provide?
By Joan Carles Sanjurjo
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You already know that it is not enough to explain the benefits of your service or product to your future client. Nowadays, with the competition and the large amount of information that we all receive daily, it is essential to stand out in giving references as a good salesperson.
So if you send them a mere description of everything you can offer them, they are very likely to read and look at your email as they would read any other competitor's. What the customer expects from you in this day and age are at least two things:
That you know, recognize and understand what their cyprus business email list needs or problems are that need to be solved.
Tell them how other companies with similar problems to theirs have found use in your service or product .
Table of Contents
What would a good salesperson never do when providing references?
Never offer a cold listing
The most important client does not have to be the best example
Share content that really interests them
Talk to your reference before taking the step
What would a good salesperson never do when providing references?
Faced with this situation, many companies opt for the easy way out. They send their future client a list of all the companies that have trusted them or continue to do so today. The temptation to also provide a list of logos (if they are from large companies, even better) is more common than it should be.
Well, actually, having a prestigious company talk about the benefits of your service or product is not bad. Not at all. But as we indicated, it is logical for any organization to look a little further. Before taking the step, we recommend that you take a look at these tips that every good salesperson takes into account before providing a reference.
Never offer a cold listing
It will leave your future client cold. What does it matter to them that you work for a very important company, if it has nothing to do with their sector and has not experienced the difficulties that they and their company may go through? The best proof that you can help them is, without a doubt, another client who has been in exactly the same circumstances.
References from other clients
In this sense, it is advisable to adjust expectations to the customer's experience . Explain the starting point, the difficulties encountered and begin to gradually outline the virtues of the service or product that you can offer, adapted to the problems and context that they share.
The results, as always, are at the end. What better reference can you provide than that of a client with similar needs, who has found in you the solution to their problems?
The most important client does not have to be the best example
We said at the beginning that it is very easy to fall into the temptation of sending your future client a list of the best companies that work with you. It will serve to offer a few references, yes, but this may not be of any use to them.
In fact, even if you are very proud to have an important company in your client portfolio, sharing it may not be the most attractive thing for your new contact. It may be listed, yes, and it is important for them to know that there are large companies that trust you. But it will be of no use to them if you are not able to solve the problem that concerns them at this moment.
When providing references, you should always choose a similar company. That is, one that has faced the same difficulties as you or that is part of the same sector. A company that you have really helped and that can offer your new client the assurance that you know exactly what you are talking about.
Share content that really interests them
Your future clients have their inboxes full of messages. And it's not that they don't respond to all of them due to a lack of interest, but rather due to a lack of time. For this reason, it's important to be direct and offer content that truly touches them .
References are very useful and you can offer them the chance to contact clients similar to them who have achieved great results with you. But what if you prepare the content yourself and give them the work done? Videos are a super powerful tool to transmit information and do it in a more accessible way.
Take advantage of this resource to tell your clients' stories. You can create different videos adapted to the type and needs of each company. Although if you feel like it and prefer, you can also write quality content , publish it on your blog or create an interesting ebook.
What references can a good salesperson provide?
By Joan Carles Sanjurjo
LinkedInFacebookTwitterWhatsAppShare
You already know that it is not enough to explain the benefits of your service or product to your future client. Nowadays, with the competition and the large amount of information that we all receive daily, it is essential to stand out in giving references as a good salesperson.
So if you send them a mere description of everything you can offer them, they are very likely to read and look at your email as they would read any other competitor's. What the customer expects from you in this day and age are at least two things:
That you know, recognize and understand what their cyprus business email list needs or problems are that need to be solved.
Tell them how other companies with similar problems to theirs have found use in your service or product .
Table of Contents
What would a good salesperson never do when providing references?
Never offer a cold listing
The most important client does not have to be the best example
Share content that really interests them
Talk to your reference before taking the step
What would a good salesperson never do when providing references?
Faced with this situation, many companies opt for the easy way out. They send their future client a list of all the companies that have trusted them or continue to do so today. The temptation to also provide a list of logos (if they are from large companies, even better) is more common than it should be.
Well, actually, having a prestigious company talk about the benefits of your service or product is not bad. Not at all. But as we indicated, it is logical for any organization to look a little further. Before taking the step, we recommend that you take a look at these tips that every good salesperson takes into account before providing a reference.
Never offer a cold listing
It will leave your future client cold. What does it matter to them that you work for a very important company, if it has nothing to do with their sector and has not experienced the difficulties that they and their company may go through? The best proof that you can help them is, without a doubt, another client who has been in exactly the same circumstances.
References from other clients
In this sense, it is advisable to adjust expectations to the customer's experience . Explain the starting point, the difficulties encountered and begin to gradually outline the virtues of the service or product that you can offer, adapted to the problems and context that they share.
The results, as always, are at the end. What better reference can you provide than that of a client with similar needs, who has found in you the solution to their problems?
The most important client does not have to be the best example
We said at the beginning that it is very easy to fall into the temptation of sending your future client a list of the best companies that work with you. It will serve to offer a few references, yes, but this may not be of any use to them.
In fact, even if you are very proud to have an important company in your client portfolio, sharing it may not be the most attractive thing for your new contact. It may be listed, yes, and it is important for them to know that there are large companies that trust you. But it will be of no use to them if you are not able to solve the problem that concerns them at this moment.
When providing references, you should always choose a similar company. That is, one that has faced the same difficulties as you or that is part of the same sector. A company that you have really helped and that can offer your new client the assurance that you know exactly what you are talking about.
Share content that really interests them
Your future clients have their inboxes full of messages. And it's not that they don't respond to all of them due to a lack of interest, but rather due to a lack of time. For this reason, it's important to be direct and offer content that truly touches them .
References are very useful and you can offer them the chance to contact clients similar to them who have achieved great results with you. But what if you prepare the content yourself and give them the work done? Videos are a super powerful tool to transmit information and do it in a more accessible way.
Take advantage of this resource to tell your clients' stories. You can create different videos adapted to the type and needs of each company. Although if you feel like it and prefer, you can also write quality content , publish it on your blog or create an interesting ebook.