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07003 For Your Reference: Cultivating Customer References
July 19, 2007
Using references to talk to your prospects and endorse your software product can be the most effective way to close a sale and cut the length of the sales cycle. They reassure your prospect that his or her impending decision isn’t too risky. For large purchases of business software, references are the equivalent of the much-sought-after word-of-mouth marketing for consumer products.
But cultivating and using good references can be one of the most challenging tasks you may ever face. There are a number of barriers which get in the way of building a good stable of solid references. Read on for some pointers on how to use customer references to your full advantage.
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