Increasingly, when a client partner has a meaningful, high impact experience they feel compelled to share. They want the world to know. Smart sales leaders recognize this opportunity and invite their best customers to share their experience with the world. For example: Simply stated your own customers are your best brand ambassadors. If your customers aren’t telling your story, evangelizing the experience and sharing the outcome perhaps you need to consider: 1. Are you delivering enough value? Value your customers simply cannot live without? 2. Are you developing real, meaningful relationships? 3. Are your customers invested in your success? Are you invested in their success (or just making sales)? 4. Are you really listening to your best customers? 5. Are you Social Selling? Do you have the platforms and requisite participation to create an impetus for your customers to socialize your brand experience? Writing and sharing takes time. It is hard work. It is also the work that makes sales easy. It sure beats the hell out of cold calling. For example: As a seller your own opinion of the value, differentiation and impact of your solution is increasingly insufficient. Invite your best customers to share their experience with the world. Make it easy for them. Flip the sale. You might soon find yourself spending a lot less time time doing the thing that sellers dread the most (cold calling) and more time in business development meetings that matter.
Ryan Estis is a Keynote Speaker & Management Consultant blogging about business performance.