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Customer case studies 7 tips for recruiting customers to join your marketing reference program

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Customer Case Studies - 7 Tips for Recruiting Customers to Join Your Marketing Reference Program So you've decided you need a customer reference program to enhance your marketing activities. You want to create a mix of audio, video and print success stories. You're looking for customers who have achieved great results with your products or services. Where do you start? Tap into the human factor Ask your sales people to be on the lookout for compelling customer stories. "Sales people, by their nature, are quite persuasive and know customers well," says Steve Slaunwhite, a well-known B2B copywriter and author who has written dozens of case studies. Let sales people do the asking Often the people in sales have the closest relationships with customers. Capitalize on those relationships by having the sales person do the "asking." The customer contact may say "yes" to someone they perceive as more of a personal friend or close associate. When a company is undecided about a case study project, this loyalty often tips the balance. But the people in sales may not see case study referrals as a high priority. What can you do? Offer clear and enticing incentives for case study referrals Many ...
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