The Ultimate Question:
Would you recommend me?
Do you know how to develop and use client references to grow your revenue and reinforce your brand? Most companies lack any visible quantified reference content, and even fewer companies leverage reference content to support their sales force's ability to gain executive access and exposure to more revenue generating opportunities.
Learn how to easily accelerate profitable revenue growth and reinforce your brand by developing and using the right differentiated client reference, testimonial and case study content.
Thursday, July 22
1pm ET / 10am PT
 If you're not driving the perception you want customers to have about your company and capabilities, your competition is. How do you get people talking positively about your company and capability? What do you want them saying? How can your sales force leverage what they are saying to gain credibility, establish value, and more easily gain executive access? In true Social Media, the customer reference is everything: everyone is trying to get recommended. The best client references, testimonials and case studies validate your ability to deliver quantified business impact and remove perceived risk in doing business with you.
Join us for this Sales & Marketing executive webinar, as we share a proven process & methods for easily capturing leveragable client references, testimonials and case studies, and how to use them to drive profitable revenue growth and reinforce your brand.
Attendees will learn how to:
- Determine and capture the right client reference content via a proven repeatable process that has worked across numerous industries. All customer references are not created equal. There is a critical difference between useful client references and those that are not. You'll learn how to determine the right reference content that you can leverage across your business. This process applies across any range of products/services.
- Leverage client reference content to Increase - your Sales Force's exposure to profitable revenue generating opportunities. Whether it is through prospecting efforts, telemarketing, telesales, or marketing campaigns, being able to communicate where you've delivered quantified business impact will increase your exposure to opportunities.
- Leverage client reference content to Maximize - your Sales Force's success with client's executive decision makers when calling high earlier in the sales process. Executives want to know how you can impact their business in a quantified way. They don't care about product features; they care about business value and to what extent you've delivered value at peer level companies to their's.
- Leverage client reference content to Empower - your Sales Force's ability to position and sell quantified business value like never before. Ultimately, companies buy from you because they believe you will deliver value. Business value is a combination of what you've done (i.e., your documented track record of delivering value) and what you're able to do (i.e., your product and/or service capabilities). By capturing and communicating "what you've done" you dramatically ramp up the credibility associated with your value proposition.
- Leverage client reference content to Create - a chasm between your client's perception of the security in doing business with you and the risk of doing business with your competition. The ability to document and communicate "what you've done" via client reference content that substantiates the quantified impact you've delivered removes the perceived risk in doing business with you and widens the gap between you and your competition.
- Leverage client reference content to Build - more impactful Sales & Marketing collateral and presentations. You'll learn how to take client reference commentary and create much more meaningful collateral and presentations that communicate your ability to deliver value. Ultimately the best marketing content is the voice of the customer. You can't argue with success.
- Leverage Social Media & Digital Marketing venues such as YouTube, Facebook, LinkedIn and more - to maximize visibility of your client reference content. Learn straight forward methods for creating more exposure for your company, what you do, and most importantly: how your customers have benefited by doing business with you.
- Leverage client reference content to Orchestrate - and guide Social Media and Digital Networking dialog. With the right customer reference content, you can drive discussion threads across the spectrum of Social Media and Digital Marketing. You'll learn how your customer's success can be leveraged to not only drive the dialog and drive it in the direction you desire.
- Leverage client reference content to Drive - your desired brand perception across Social Media and Digital Marketing and other venues. It can be very expensive to invest in formal branding campaigns. By leveraging the right client reference content, you let the voice of the customer reinforce your brand perception. By combining multiple venues to communicate your brand perception you are able to economically establish and reinforce your brand, in most cases, to a much wider audience than via traditional branding campaigns.
The biggest issue in Social Media and Digital Networking is getting people to talk about your company. In an age when anyone can post content about your company on YouTube, blogs, as well as on various Social Media and Digital Networking sites online, are you the orchestra leader of that conversation? When you possess the right customer references, testimonials, and case studies you're able to be the orchestra leader driving the conversation focused on your customers' success.
Executive Advantage Group's Ron Bates (LinkedIn's most connected member with +44,000 connections) will lead the interactive session, showing you how to capture and leverage the right client reference content across multiple reference platforms and venues to drive more profitable revenue growth and reinforce your brand.
Ron's career spans engineering, sales, sales training, business process consulting and retained executive search and includes executive roles across a unique set of industries and companies (e.g., Hewlett-Packard, Heidrick & Struggles, Raytheon, TRW, MentorGraphics, Spherion, ComputerVision).
Ron has been referred to as 'the most connected man on Earth". Also a recognized expert in on-line networking, personal branding and building a personal Internet presence, Ron has been an invited speaker at venues such as the Human Capital Institute, Marketing Executive Networking Group, British America Business Council, Expert Connections, Business of Success Radio is a regular guest on Netshare’s "Ask the Coach", and most recently Ron's interview was included in Leadership Without Borders: Successful Strategies From World-Class Leaders, by Ed Cohen, © John Wiley & Sons.
Webinar: How to Build and Use Client References
Register today for this one-hour webinar.
Registration fee: $185 per attendee.
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