Are your clients complaining about how hard it is to get references from their customers?

April Dunford of Rocket Watcher blog has some tips on how they can overcome this.

But most importantly, April also suggests that once your client gets the ok, go direct to video.

April wrote,

Always ask for Video - Video is customer reference GOLD.  Having a customer give a well-articulated couple of sentences about why they chose your product or what the product has helped them do with their business (preferably both!) is simply much more powerful than written case study or quote could ever be.  I once got a CIO of a major account to say that his company was going to save "One million dollars a day" using our software.  Every sales rep on the team used that clip on every sales call for over a year.  That video was completely priceless.  Video used to be an expensive undertaking that cost thousands of dollars for a camera crew.  Now you can buy a high quality HD video camera for less than $1000 and edit the stuff yourself if you are short on budget.  Chances are you already have a YouTube savvy editor on staff somewhere.  There is no excuse for startups to not be doing video.

2 comments

  1. April  

    November 22, 2008 at 4:36 AM

    Hi! Thanks for the link. I am a really big fan of video for a lot of things but especially customer references. There is nothing that matches hearing what the customer has to say in his/her own voice.
    April

  2. Aaron Koh  

    November 23, 2008 at 10:35 AM

    Thanks April.

    Great tips on getting customer references too.



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