The following is an outline of how SRC can set up your firm's Reference Interview service.
Our process is quick and easy. We can have you up and running with recorded interviews in weeks. Please review the following and then join us in a Web-based presentation of the actual system, so we can talk about how SRC can uniquely and effectively meet your firm's specific needs.
Building Your Firm's Reference Interviews
Self-Service Nomination by Sales:
Salespeople can easily nominate clients to participate in our recorded interview process on each salesperson's own "Interview Manager." Not only can they nominate reference contacts, but they can also monitor the processes between their nominated reference contacts and SRC's actions and progress with those contacts.
Any or All Clients Can Be Entered Into the Process:
Many of our clients put a majority of their reference clients into our process, so they can gain the maximum number of recorded references. Many of our clients allow each salesperson to decide who to interview-in that case, clients are nominated by their own salespeople. Once a client contact is interviewed that interview is available for use by everyone in sales.
Each Nominated Client Contact Will Have An Assigned SRC Manager:
Our professional staff, known as "Client Managers," will call each of your nominated contacts and explain the process. During our introductory call, we will let the client contact know SRC is his ongoing resource and advocate for the reference interview process.
Client Interview:
As soon as the client reference is ready for a live interview, our Client Managers schedule the interview at a convenient time for your client. Our live recorded interview is conducted with our unique recording technology right over the phone by an SRC Executive Interviewer using our state-of-the-art recording system. Our one-of-a-kind VOIP custom production system is used during the interview and has outstanding sound quality, as you will hear in our demo. Our VOIP recording system is one of the many custom developed backbones of our system and supports our unique and powerful methodology.
Design of the Recorded Interview:
During the client interview, our professional interviewers ask the reference contacts a broad set of questions designed to elicit compelling insights about their exceptional experiences and very positive comments. We know how to help your clients tell interesting stories during their interviews to ensure the Reference Interview has both credibility and impact with prospects. The interview actually provides better details to your sales prospects than they would uncover without SRC.
Segmentation of the Interview in Post Production:
With our advanced interviewing system, SRC segments the client reference interview conversation, allowing questions to be parsed for certain types of decision makers in your prospect firm. Additionally, industry references can be pulled out for prospects looking to ensure you can handle their problems.
Many Post Interview Formats for Powerful Options:
Our Recorded Client Reference Interviews™can take on many forms--industry-based, role-based and much more-thanks to our unique interview design. Each interview is designed for tailored references for prospects in specific industries or for new products or new services.
Many Types of Reference Contacts are Interviewed:
Our system can utilize reference roles from within each of your client references so that prospects can hear from executive sponsors, project managers, tech leads, training leads, support leads, and others who have unique insights about the value of your firm.
SRC Is The Only Firm To Deliver Reference Roles and Team Interviews:
Our research has shown job/role references are critical in the reference arena-and no one can offer it except the SRC system with our Recorded Client Reference Interviews™. We can add roles depending on your firm's needs. Each role will use a focused set of interview questions to pull out high-value insights that your competitors will never be able to match. This reference specialization will be very well received by your prospects who need direct reference information based on their jobs/roles on their purchasing committees.
Building "Tailored Reference Websites" for Prospects
Tailored Reference Websites:
With our Web-based systems and the many interview formats based on jobs/roles, your sales team can make "Tailored Reference Websites" for any and all prospects. Your sales teams create tailored Prospect Reference Websites for each prospect they feel would benefit from the recorded references. Your firm's Prospects Reference Websites will be highly valued by your prospects, as well as by your sales team.
Each Prospect Website Has a Matrix of Reference Questions for Cross Reference Review by Prospect Team Members:
Our three-dimensional "Tailored Reference Websites" include question cross tabs for each set of references, so prospect decision makers can listen to your references' answers across questions as a group or by job/role type. Each member of a prospect's selection committee can focus on the most pertinent question areas and review them across references, making your firm's reference recordings powerful selling tools.
Sales Can Manage the Prospect Sales Process by Observing Prospects' Actions:
By being able to see exactly where prospects go on their tailored "Reference Websites," sales teams gauge what is important to each member of the prospect team and bring added resources to that area. If prospect team members pay more attention to tech questions, the sales team can provide more references in that area or they can focus on that area during the next presentation. The ability to see how the prospect committee uses the provided Reference Website is very valuable.
Everyone at Your Firm Sees the Effect of Our System:
Executives, sales management, and salespeople at your firm see highly secure dashboards and scorecards that show them exactly what the effect of the system is on the firm's sales. We provide macro, enterprise-wide reports drillable down to the deal level. Every stakeholder from your executive team-all the way down to the salesperson-will have his own Web-based dashboard to see all the parts of the "SRC Recorded Reference Service" that affect him-providing the appropriate transparency and metrics-based command of all parts of the process.
Specialized Interviews:
Our system pulls out specialty references to highlight early adopters and advocates from new or expanding industries, sectors, products and regions.
No Implementation-Easy Integration:
All of this is done with no implementation by your firm, since we are Web-based /SaaS-based and 100% secure. Our system integrates into key sales systems like Saleforce.com.
