How to Build a Deal Closing Machine With Screenshot References | Krysten Conner

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 1:53

   is far more valuable than what we say about our solution. And everything other customers have said helps decrease the risk that our buyers feel. So what's one way that we can do that? Super easy way is as you or folks on your team get texts from customers, DMs from customers “saying, this is amazing, or this is the ROI we're getting, or this was super easy.” Take those screenshots, save them in a folder, use them in a template, in an email, whether that's a... You can use it in prospecting email and you can use it at the end of your deal cycle to make people feel good about that this is a low-risk decision. So that's the first one. Take me to number two.

   In Customer testimonials and quotes

2. 4:00

   website, the buyer agreeing to do three reference emails or calls, or the buyer agreeing to do a video case study, or some combination of those three, depending on the special terms that they're asking for. All right. So let's recap. “In order of involvement, the three ways to use customer references or social proof are number” one, screenshots of messages. Number two, reference emails, like one of your customers drafts up an email explaining their experience. And then number three is like a more formal like reference kind of situation. Let's dig into the first one.

   In Proof and social proof

3. 5:09

   prospecting messaging or using it on discovery calls? When do you use that? So I think there's, you could use it during prospecting, but if we're talking about a deal We want to reduce the risk in the customer's mind of like, does this thing actually work? Right? Like, or like we talked about the last two kind of questions in the deal of, “is this juice worth the squeeze? It's like, will this actually do what we are buying it to do?” And this is another company saying, like, it was almost eerie how much you knew about me. Like, do you want your sales teams to get responses like that? Like the underlying theme is like, buy our thing, right? Because like, this is, this is, this too can happen to you. Yeah. So could you give like an example deal scenario when it would be like,

   In Needs and requirements discovery

4. 6:11

   you know, we anonymize it. So that it's, you know, not doing anything that we're not supposed to do. But it is so clear that like a customer is seeing value. This is not something marketing put together, right? Like this is not like made up stuff. Like this is a real thing. “And so customers can see easily, Oh, people like me do things like this. People like me” get value from something like this. If I do this, I could be next having this kind of success. So I would use the, I did use this towards the end of sales cycles. Whenever we're just wrapping things up and they're, they're, they're weighing out, they understand what we offer.

   In Proof and social proof

5. 6:18

   But it is so clear that like a customer is seeing value. This is not something marketing put together, right? Like this is not like made up stuff. Like this is a real thing. And so customers can see easily, Oh, people like me do things like this. People like me “get value from something like this. If I do this, I could be next having this kind of success.” So I would use the, I did use this towards the end of sales cycles. Whenever we're just wrapping things up and they're, they're, they're weighing out, they understand what we offer. They understand what it's going to cost. And they're like, ah, is it really worth it to do

   In Proof and social proof

6. 6:24

   put together, right? Like this is not like made up stuff. Like this is a real thing. And so customers can see easily, Oh, people like me do things like this. People like me get value from something like this. If I do this, I could be next having this kind of success. “So I would use the, I did use this towards the end of sales cycles. Whenever we're just” wrapping things up and they're, they're, they're weighing out, they understand what we offer. They understand what it's going to cost. And they're like, ah, is it really worth it to do this? Then we want to draw them back to like, this is the success that others have seen. It's reasonable for you to think you can have it. Let's go ahead and pull the trigger and not stop.

   In Customer reference programs

7. 10:32

   whenever something comes up, take one second to screenshot it. And the CS team is always stoked to do it because CS doesn't always get a lot of credit in organizations and you can cheer them on for getting good customer results. Yeah. Yes. And the even easier way to do that now is, I don't know about Gong, but I know Fathom and we can anonymize it or whatever. “There are certain call recording technology that will allow you to highlight and save” anytime somebody, anytime a customer says something positive and it will, because I use this with my own stuff, it will automatically send it to a Slack channel. Right. So they don't even, now they don't even need to remember to send it. And I've also worked with reps where they're, for whatever reason,

   In Call recording tools

8. 11:10

   their org does not necessarily have a Slack channel set up. Slack is searchable. So if you search for ROI, if you search for so easy, you can many times find that stuff on your own, even if other people aren't sending it to you. “So it's amazing what you can find just by searching Slack or searching your call recording technology.” So I want to transition us to something that you were talking about on the pre-show, which was the concept of the five questions that a customer needs answered in order to buy from you that they're not always saying out loud. And I'm wondering if you can share what those five questions are.

   In Proof and social proof

Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.