Why do I need a customer advocacy solution deck?
Public customer advocacy statements are cool. Your sales team loves them and would love to use as many as possible in sales decks and in response to RFPs. So, they spend precious time scouring the customer evidence section on your website to gather quotes and business case info and put that into a slide.
But according to Forbes.com a new study of more than 720 reps (including in-depth interviews with more than a dozen) proves that salespeople are spending the majority of their time on activities other than sales. You don’t want customer evidence to be a time stealer but an enabler for your sales force.
Plus, very often, you customer advocates have approved the use of created content only in the format they have seen. Your sales team converting that into a different format could get you into legal trouble.
Use your customer advocacy marketing program to empower sales. Create the right type of content. For sales reps, that means PowerPoint slides. Create them at the same time with other content you advocate needs to approve to minimize their effort. A typical slide should contain a problem statement, a summary of the solution your customer purchased to address the problem, the benefits they achieved, and a brief quote. Don’t forget to add the advocate’s industry, size, and geography. These will make your prospect identify better with their success.
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Sometimes your customer advocate is willing to give your brand a shout-out on their social media or some other public platform, but maybe they don’t really know what to say. Maybe they need a little help with the hashtags you use or with finding the exact wording that will communicate your brand story authentically.
Customer Advocacy Marketing, also known as customer references marketing or customer evidence marketing, is a marketing discipline that leverages your customers’ inclination to say good things about your products and services and uses it to empower you sales, marketing and product development.
Customer advocacy marketing agencies are like a Hollywood talent agent but helping technology deployment rock stars make the most of being in the programs.