Select the right customer for your next success story

  • In what way is this story different from the ones you already have?
  • Does the client match the characteristics of your ideal customer profile (company size, industry, function, title)?
  • Would this story promote a service or product that is key to achieving your revenue objectives?
  • Does the theme of this story support current and future marketing campaigns?
  • What sales objections would this story address?
  • Is the customer truly happy? (You’d be surprised …)
  • Will he or she agree to be named?
  • Is now a good time to ask the customer?
  • Is there really an interesting story to tell?
  • Does the client fully recognize the value of your solution?
  • Can you quantify the benefits in terms of dollars or percentages?
  • Does your main contact have the authority to approve the release of the story?
  • Does your customer have something to gain through participation?