Скачать или смотреть How To Convince Analytical Buyers With Advocate Marketing - Evan Huck

Watch full episode:    • Evan Huck - Using Customer Testimonials To...  

How do you convince a prospect that is very analytically minded and relies much on proof, evidence, and hard data?

Present an evidence-based customer story about how your product is going to deliver return on investment, on whatever the metric is they’re trying to measure.

Say you’re evaluating B2B database providers.

There is ZoomInfo, which is the most well-known company in the category, but it costs a lot of money.

Then there’s another vendor which is less well-known, costs less money, but claims that they have 40% better mobile number data than ZoomInfo.

You might want to trust the other company, but if they have no way to verify their claim, you’re probably going to go with the safer option just because you know ZoomInfo’s name.

The other vendor might be better, but they need to back up their claims with numbers, evidence, and some examples from actual customers beyond just one or two case studies on their website.

Particularly, emerging vendors miss out on a lot of business if they’re not presenting statistical evidence to an analytically minded buyer.

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Featuring Evan Huck on State of Customer Storytelling - Episode 8

http://testimonialhero.com/podcast