Robot types from the B2B world: 11. As in B2B world to get great reviews?
Are you in the B2B industry and like to stay in the loop? Follow our robotips, and you're guaranteed a stream of interesting information (not only) about B2B sales & marketing.
Perhaps no marketing tool is as effective as positive, concrete statements from satisfied clients. Whether in the form of text or (even better) video.
Quality references:
- they will give your brand credibility,
- will increase your authenticity,
- they can shorten the sales cycle.
Damon Chen wrote a few handy tips on how to get great references in a B2B environment in the article “9 simple ways to capture B2B customer testimonials for better sales” on the Testimonial.to server.
Use the first three tips even before you ask for a reference:
- Choose the right customers.
- Ask the right questions.
- Use the right tools.
Among other recommendations we choose:
- Try to make it easy for customers to say yes. (For example, by answering three questions they might have: “How much time will it take?” “Will we see the questions in advance?” “Will we be able to review and approve the reference before publishing?”)
- Never prepare references for your customers. (Unless they outright reject such a procedure, you will deprive their statement of authenticity.)
- Use every feedback to improve the customer experience. (In addition to positive reviews, you may also receive some negative ones. Accept constructive criticism and address issues as soon as possible.)
- Use positive client feedback not only on the website, but also in other marketing materials.
Previous robotip: Why companies outsource B2B sales
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