To have a customer success story, your customers have to succeed. Write down the gains they got because of the process By doing some hypnosis work and some reconditioning exercises, we managed to reduce her anxiety from level 8 out of 10 to level 5 in just 3 sessions. It turned out that Michele’s problem was a combination of conditioning and bad past experiences. Once we identify the cause, we can work on it. Public speaking fear can be due to three things: Conditioning (an irrational response), beliefs (like I am not good enough, I am a bad presenter, etc…), or bad past experiences around public speaking. If they don’t understand the process, then they can’t imagine it and therefore will not buy into it.Įxample: The first thing I did for Michele was an assessment to see what was causing her public speaking fear. So describe briefly how you helped the customer. It’s your job as a storyteller to make them imagine the process or the journey you are going to take them on. People will not buy something they can’t imagine themselves using. Write down the process you guided them through (be brief) She could lose her job if she does not keep her anxiety under control. She has to present to other C-Level executives, to reporters, and to financial analysts on a weekly basis. Now, she can’t avoid presentations anymore. She navigated her career avoiding presentations whenever she could. So what is the pain the client you picked was trying to relieve by seeking your service or product?Įxample: Michele has extreme public speaking fear. To get a solution you must first identify the pain people are trying to avoid by using your solution. Or it can be a donor if you are a nonprofit, or it can be an internal customer from a different department.Įxample of a client of mine: Michele Bennett, A new CFO at X-factor technology (made up name for privacy) 2. A customer could be the buyer of your company’s product or service. Ok, let’s put it all together: Here is how you use the template: 1-First, Identify a client you worked withĪ customer is anyone you serve. What did the customer gain by working with you? How did your product and service transform their life? Focus on tangible results the customer obtained. If you don’t include this part, your story will sound like bragging and will rub people the wrong way. It’s the part most people neglect to include. Describing the process, the customer goes through is very valuable to new customers. Avoid telling everything you did for them – just focus on the important parts. What did you do for your customer? How did you handle the process? Focus on conveying systems. Share the story of a journey your customer has had with your product or service. Focus on the pain the customer had before working with you. Tell the customer story before they interacted with you, your product or service. Customer Success template:īefore: The Pain > During: The Process > After: The gain 1- Before: The Pain Here you will get the template to do it right so that people will listen and even take notes as you share with them your stories. Yes, you will if you do it the wrong way. In this article, you will learn how to tell great customer success stories that demonstrate the positive results people have gotten from your product or service.įirst, let’s handle an objection you might have: “If I share customer success stories, I might sound like I am bragging.”
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