Success Stories – What Happens When You Market to Competitors?
Success stories are at the heart of effective sales conversations.
Powerful and persuasive sales conversations always include success stories that show how products or services have specifically worked for past customers or clients. Your prospective client might be trained to resist a sales pitch, but no one can resist a good story.
When it comes to using success stories in your sales conversations:
- How do you sell to competing companies within the same industry?
- What happens when you can’t mention a past client by name?
- What’s the best way to share past success stories? Tell them, or use testimonials?
It is Not Your Customer’s Responsibility to Remember You
It is not your customer’s job to remember you. It is your obligation and responsibility not to let them forget you. We all know it is easier to resell your satisfied customers than find new ones. However, you are failing your customers if they don’t know how you can serve them in different ways than they first engaged with you.
Never assume that customers, clients, and prospects know what you do and why they need you. A brilliant woman who receives my weekly video and emails asked, “Can you help me with a five-minute presentation?” This is a perfect example of something I always tell my clients, “Never assume that everyone on your mailing list, or everyone you’ve done business with in the past, knows how you can be of service to them.” You also may be wondering, “How can Patricia help me?” Let us count the ways.
How to Write A Good Acceptance Speech: Great Example
How do you write a good acceptance speech? Start early, be yourself, honor those who’ve helped you, state your connection to the organization giving you the award, and rehearse…again…again and again.
Every year the American Payroll Association honors their Man and Woman of the Year. The next year at the annual conference call Congress they deliver a five-minute speech to almost 2,500 of their peers. I’ve had the honor of speaking at twenty-one APA’s Congress events and working with APA’s leaders and speakers. Dan Maddux, the APA’s very creative Executive Director, and his convention team always have amazing themes and sets. As you can tell the 2018 theme was James Bond and Pay for Another Day.
David Wakeling’s Payroll Man of The Year Speech 2018
How to Make Your Presentation “Stick” – Tell Authentic Stories
Authentic stories are essential to connect with your audience and make your message memorable.
Have you ever attended a talk where you left energized and enthusiastic, only to get sidewalk amnesia? You forget why you were inspired. By the time you hit the car, the speaker’s message – and your excitement – is lost. Have you delivered a presentation like that?
An unforgettable presentation is “sticky.” It sticks with audience members and continues to influence long after the presentation is over. Vivid and authentic stories are central to presentations that “stick.”