Customer Reference List A reference list builds credibility and enables your prospect to talk with current customers to learn firsthand about the value you provide.
USE
Typically, you’ll give a list to a prospect near the end of the sales process. You don’t want to bog down your current customers with phone calls from your prospects – protect them and use them only when necessary. Where in the sales process will you use reference lists? AUDIENCE STAGE TO USE REFERENCES NOTES
CONTENT
If you want to show off your experience earlier in the sales process, you can produce a simpler customer list without the contact names and numbers. POTENTIAL CONTENT
Company name
Company logo
Length of relationship
Overview of relationship: key challenge, products/services used, etc. Contact Person
Contact Phone
Contact Email
Company Address
NOTES
Sales Literature & Tools Customer Reference List
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FORMAT Here are several options: FORMAT OPTION Slick/data sheet format
Standard office document
EXPLANATION Use the same layout as your product data sheet. If you’re using a shell, print your reference list on a blank one. Print on letterhead
Sales Literature & Tools Customer Reference List
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