A customer like them
A reference from a real customer cut managers' doubt about a promised saving as much as a pilot did. Answer "who else uses you?" with the customer closest to them, and keep your best-known name on the list too.
Transcript
Your prospect doubts what you promise. A real customer can answer that doubt. In experiments with managers, a customer reference cut doubt about promised savings as much as a pilot did. So a real customer's word can do a trial's work, without the trial. Say a bakery asks who else uses you. You send a list of big names. None of them bakes.
Answer with the customer whose problem is closest to theirs. Offer them a short call with that customer. Keep your best-known name on the list too. Promises raise doubts. A customer like them settles them.
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