How to Write Customer References that Influence Buyers
Proposal Training Class
Don't Just Be Compliant, Be Compelling
Most RFPs ask for three references. Most sellers respond by providing contact information for three happy customers. Compliant? Yes. Persuasive? Not so much.
References are a wonderful opportunity to not only provide contact information for a happy customer, but to tell a story about why your reference chose you and how you helped them achieve their objectives. This class explains how you do it.
What students will learn
This short classes teaches students how to draft customer references so they are compelling, format them so they stand out, and draft them so they appeal to the buyer’s most important objectives. Students also learn how to work with existing clients to secure references so they are inherently reusable. This last point is so important because it saves you and your team from the time consuming job of searching for references and then calling and seeking permission, often from the same references, over and over again.
Details, logistics, and specifics
- Audience: All of our classes are designed for business who sell to other business or to SLED (state and local government and educational) agencies.
- Students: This class would appeal to proposal writers, salespeople, and marketing staff who are involved in proposal writing and have to submit customer references.
- Delivery: Available for onsite engagements or online webinars. An online, self-paced option will be available soon.
- What’s included: Each student receives a comprehensive workbook with relevant slides from the class and lots of examples. Students love our workbooks.
Getting started
If you have questions or if you’d like to schedule a training engagement, please contact Dave Seibert by email at David.Seibert@ProposalBestPractices.com, or you can use the form below and Dave will follow up with you.