#8-references
Thread
Really liked this perspective from <@U09E7QN7R27> on reference calls, reframing them as opportunities, not favors, and highlighting the peer-to-peer value. It made me think: what other shifts (big or small) have you made in how you approach references that had a real impact?
Would love to hear what’s worked for you!
I have replaced "reference call" or "sales reference" with "private networking opportunity" in almost all invitation copy, both internally and externally and it's changed the velocity with which I'm able to secure references (even with typically grouchy customer bases).
Oh I love that!
Love that @Alexie Glover! Do you still include info on what they want to talk about? Do you mention to the customer that it's a private networking with a prospect?
I always include a brief overview of the topics and the roles/personas who will be attending the call. Sometimes I'll name drop the company on either side of the conversation to help butter things up (if I think that will be a benefit—and especially if it's a recognizable name). The team I'm working with mostly right now is doing a lot of upselling so we're facilitating more customer to customer conversations, in which case I mention that it's a customer. If I feel like it's relevant, I will mention that it's a prospect. I do a lot of iterating based on the vibes from the account team, to be honest.
We currently had a client thank us after a call with one of our prospects b/c they made a new connection.
I took that quote and added it to our go to market slack channel and said “this is why we offer opportunities in advocacy not asks”
Yes to all of this! When AEs position references, they almost always frame it as 'can you do us a favor?' so when I enable Sales, I emphasize why it should be positioned as an opportunity for the customer, not a favor 🙌