Testimonials, case studies, success stories, client examples, quotes, etc., you need this type of collateral to support your sales and marketing efforts. A good example of a success story is to make the customer the star of your story. (Example), 5. What to copy: Use specific examples throughout your customer success story. Surely it's the ability to encourage your target audience to convert. Why it works: If your customer success story is too generic, you lose the power of telling a real story. hbspt.cta._relativeUrls=true;hbspt.cta.load(467997, 'c61df1f3-eabe-4c84-8dea-7230d6d99975', {}); Talk to us about your video needs and we'll create a quote to suit your goals and budget. “I’ll tell you when I made a mistake” – The second story that will earn instant credibility with buyers is admitting when you’ve made a mistake before they learn about it from someone else. Why It Works: We process visuals 60,000 times faster than text. example, would have moved to a competitor, now they are staying with BMS. “I’m not who you think I am – a story to help dispel negative pre-conceived notions a buyer might have about you before they even come up. Secondly, it gives viewers the chance to relate to the client. (Example), 21. Podcast (sell-with-a-story-series1): Play in new window | Download | Embed. Arming your sponsor – Sometimes the final decision-making will happen you’re not in the room. Arm them with one prior to that meeting. Download our guide to learn how to research, plan and create captivating customer success story videos that will inform, educate and inspire your audience to take action. What to do differently: Choose your customers carefully — your success story relies on them and how they communicate. Depending on your prospect’s situation, you’ll want to use one or a combination of the following: company, product, customer or personal story. I'll point out what they do well or could do better, and how you can apply their strengths to your own customer success stories (or learn from their mistakes). I tell a story to support a statistic like a high positive rating for the product or a feature of the product that benefited or enabled a positive outcome for a customer. What could be better: Unfortunately this success story is bogged down by buzzwords. Telling them you will isn’t convincing. Goal: to schedule a sales call. Encourage your customer to mention figures, results, and quirks. Sign up for his newsletter here to get one new story a week delivered to your inbox. 25. They provide insights into how the rep achieved success, and can give their peers ideas about how they could apply the winning techniques. While there are countless different sales promotion examples you can try for your e-commerce brand, today, I wanted to show you the importance of framing and distributing them the right way. Explaining what you do, simply – a short, often fictionalized story to tell at a conference or on a cold call to help the prospect understand quickly and concretely what you do. “It ended up being the two operations people and not the sales managers who really drove the deal forward.” So tell them! See how business are using Azure for big data, consumer, enterprise, gaming, mobile, parallel, SaaS, and web app solutions. “When I finally got the VP on the phone, I had the sales operations team on the phone vouching for us,” Bakstran said. If your client has a compelling story to tell, let them tell it without interruption. (Example), 16. Engaging footage accompanies the customer interview and key phrases are displayed through supporting titles. The story is brought to life through data & figures, difficulties on the way to success, and specific ways in which the customer used the solution. (Example), 23. We'll guide you through it. Be sure to give them enough time to speak about their situation, values, and goals. “I am suggesting that if you develop a good set of 25 stories that are crafted specifically to the correct points in the sales process, that your sales team will […], […] is the 5th in a series of the 25 most useful sales stories salespeople should have in their repertoire. (Example), 13. But that's just the end result you want to come from your success stories. Your email address will not be published. In other words, your customers aren't buying your products or services for their surface features, but for the benefits they bring. Streamlining systems and processes leaves customers smiling at Align Technology. Sales 8 Funny Sales Stories for National Salesperson Day It's time to celebrate the sales process... and tell a few stories to lighten your day. Nice Job on this podcast launch. When you act in context of this new knowledge and skill, the results are immediate. 2. Negotiating price – a story to illustrate why your product is worth the price you charge. Explaining the problem – a story about someone who encountered exactly the kind of problem your product or service is designed to solve. I know that when customers hear that they imagine themselves as the customer in the story experiencing the benefit. If you feel defeated that you won't be able to get your finances straight, I recommend you read these financial success stories to inspire you to move forward and fight on. This will ensure viewers stay engaged throughout. This is a strong example of a success story that packs an honest, emotional punch. Remember that a great customer success story needs to be a great story, too. Success stories are powerful tools to help prospects understand the value of your offering. Pick the ones you need most urgently and create a “Story Wish List.” Then, go on a hunt to find them. (Example 1) (Example 2), 17. […] Paul Smith, autor knjige Sell with a Story, tvrdi da je storytelling moćan alat u prodaji, pod uvjetom da pričate prave priče. “How we’re different from our competitors and why” – a story to differentiate you from your competitors. Shopify doesn't just sell an e-commerce platform; it also sells the opportunity for customers to run the online business they've always wanted. Buyers and decision makers love them, in fact a staggering 73% of B2B buyers use them whilst researching an upcoming purchase. Here’s a great example of why a story is required for success: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. Telling a story about a time you did that with another client is a quick way to earn that credibility without having to wait for it to happen again. This is how to capture the wisdom from the sales call for your boss, peers, or the next generation of salespeople calling on your customer. It’s the story of the successful sale you just closed or the unsuccessful one that got away. In this example, Salesforce spend a lot of time letting their client explain their values, beliefs and aims. Customer success stories can be used at any part of the sales process including in initial product demos all the way to final negotiation conversations to solidify FreshBooks decided to embrace the simple yet emotional story of Sarah and turn it into a customer success story that's authentic and powerful. I set out to answer that question two years ago when doing the research for the book, Sell with a Story. (Example), 19. Contact us to request a free demo. Telling a story about when you made a mistake with another customer and admitted it will deliver that credibility without even having to make a new mistake. More Motivational Sales Stories. Required fields are marked *. Watch some customer success story videos we’ve created for our clients: click here…. Coaching the breakup – Before a new prospect can buy from you, often they have to fire their current supplier. Just be sure that when writing your story, you don’t overload it with numbers, but rather use the data as a supplement. Both tell the story of someone with the exact same problem. hbspt.cta._relativeUrls=true;hbspt.cta.load(467997, 'a44657a7-2391-49c4-a879-a66ec386b984', {}); Join 1,000 comms experts from brands like Boots, Experian & JCB and sign up for our latest posts. (Click for an example. “I’ll go to bat for you with my company” – Disagreements will happen, and your company isn’t always going to be in the right. When interviewers ask this question, they want to hear what you did well. Example: “71% lift driving visits to retailer title pages” (Slide 26). Packed full of our expert advice on how to identify the right story, target the right client, and use your video case study effectively. 1. HubSpot does a great job of featuring their customer's pain points in this success story. This achieves two things: firstly, it shows how much the company cares about its customers and their goals. Read their story Sales Navigator helps 24 Hour Home Care build relationships with hard-to-reach contacts Read their story A sales success story is designed for the purpose of internal communication where a sales rep talks about how they navigated the buying process and closed a sale with a customer. Facing a perfect storm of business challenges, medical device company Align Technology partnered with Salesforce to … Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100. We create awareness of your leveragable strengths and of your unproductive blind spots. Forrester data showed that only 34% of salespeople consistently use success stories and examples. (Example), 11. 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