Your firm may not have the perfect reference call... yet
References have a big job convincing a prospect in one short phone call that your firm is the very best choice based on their experiences. Sadly, most of their time on the live call is spent discussing history not talking success. Background review during a live reference call reduces to almost nothing the time for inspirational conversation about your firm's success at the reference account. Focusing on project history is limiting the real impact of reference calls, and it's the reason for reference contact burn out-the calls are just not fun:
- References have little time to sell on the call. Time is wasted trying to get prospects up to speed, leaving little time to discuss reasons the prospect should absolutely buy from your firm. There is no time for the important selling conversations your references could conduct with the prospect. Project history should not be part of the live reference call.
- Prospects don't get the details they want anyway. Prospects need deep insights into the details of your clients' projects. Prospects bring lists of background questions to the reference call so they don't miss anything. The live call is the only time prospects can have independent verification via the reference voice. Unfortunately it turns into a one- sided inquisition to get these details. And even with 30 or 60 minutes, less than 20% of the details needed are provided in the best call. The crime is the misuse of the time the reference could be talking at a much higher level about your firm. Prospects need to hear deep reference project details early in the sales cycle right from the client project team without a live call.
SRC has developed a complete platform to take project history out of the live reference call and put it into a powerful recorded team interview:
- We provide prospects 100% of the deep project details they need at the very start of the sales cycle when it will have the most impact, and it comes right from the mouths of the entire team at your reference client.
- Our platform lets prospects have flexible access to a detailed history of your clients' successes through a well designed recorded interview with the full project teams at your reference clients, all conducted by SRC.
- Utilizing a pre-call Team Reference Interview SRC will turn your Reference Calls into 100% "closing conversations" between your client and prospect.
Our team interviews not only eliminate spending time on background during live reference calls, but we provide 10 times the details prospects now get, and it's from the entire reference team via very stimulating interviews. Prospects become remarkably knowledgeable about your firm's project history listening to in-depth team interviews on their schedules with the reference firms you select for them.
Our Team Reference Interviews™ allow all decision makers at each key reference client to be interviewed, which provides much deeper project insight. Your sales team can provide the recorded team interview to all the members of a prospect's decision making committee so the each decision maker has his research needs addressed at the start of the sales cycle.
Our Team Reference InterviewН platform is not only the best way to insure the perfect reference call, but also to increase the number of deals where your firm is a finalist!
More- Our system creates a strong desire on the part of the prospect to have that live reference call-our client interviews are that exciting and compelling.
- Prospects will want to talk with each client they have studied via the recorded team interview. Knowing the history of the project and hearing the excitement in the voices of your clients will make them want the live reference call.
- With SRC your firm will be a finalist much more often than it is today.
So what is it that makes our platform so powerful?
More- We provide 10 times the details about your reference client's engagement than a live call can accomplish, and we do it with the stimulating and credible voice of your client.
- Your sales teams can provide access to the interviews to any prospect committee they want right from the beginning of the sales cycle to build credibility.
- We get detailed insights to all members of a selection committee early in the sales cycle so every decision maker at a prospect company is sold.
- After listening to our recorded team interviews, an informed prospect can talk on a very high level with your reference - making the live reference conversation exciting for both reference and prospect, and a closing event for your firm.
- Your references will find the live call a lot more fun and feel their investments in time are far more productive and less of a burden.
Ours is a one-of-a-kind platform that your firm and prospects will find to be very effective, remarkably complete, highly valuable and easy to use.
MoreTeam interviews for your present client reference base will bring your reference program to a new level of actionable success with maximum positive impact. The reception by your prospects will be remarkable.
- Payment is performance base-pay for what you use
- No implementation or support costs-utilize our cloud environment
- 300% ROI in the first 12 months of system implementation
- Have recorded team interviews with your reference clients for a fraction of the cost of alternatives that have far less impact
We are so confident in our SRC solution that we are offering our system risk free with no commitment for the first three months of implementation to qualified B2B firms. To see the system firsthand, to find out more about our 300% ROI guarantee, and to see if your firm qualifies for a three-month, no-risk project start, please contact SRC today.
Dan Coursey and his team will walk you through our system in a quick web meeting so you can see just how practical and powerful our solution is.
