Published: 20 May 2024
From securing customer agreement to producing quality stories, the challenges of collecting customer references often limit the result to bland statements that underdeliver. This research outlines three effective steps tech CEOs can take to recruit customers as references and ensure impactful storylines.
Many customers shy away from committing as references because they anticipate that it will require extensive effort on their part, including navigating internal teams and processes for approval.
Providing adequate guidance is key to getting references of substance. Unless customers know what exactly is being asked of them, there is a high probability they will either outright decline requests or provide references of little substance.
Even those customers who initially agree to being a reference may eventually change their minds if they begin to experience fatigue or burnout in the process.
Motivate customers to share their stories with
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