How B2B Companies Can Boost Revenue with Authentic Customer Testimonials and Warm Introductions
Good relationships are built on trust and honesty, so let me start by being honest in saying that there is no easy way to start building B2B relationships to grow your business. Especially for young companies and when you are offering a product or service that fulfils a latent need. You need to put in a lot of effort to get in contact with the right people and earn the trust of your future customers.
That being said, the good news is, once you are at a certain level that you have reached or are close to reaching your Product-Market Fit (PMF), you are able to build on top of that trust and the relationships you worked so hard for. By putting them to work to stimulate and scale new business.
The power of Social Proof
Think back to the last important investment you made for your business, and take a moment to reflect what factors drove this decision? If a company is introduced via Social proof or someone within your network, that significantly impacts the buying decision, and ensures the best first time impression for your company. In comparison to other lead generation methods, testimonials are cost-effective and efficient, as they leverage your existing customer base to attract new customers.
In fact, according to a survey by G2 Crowd, 92% of B2B buyers are more likely to purchase after reading experiences from existing customers. The chance that a prospect will actually buy will become even stronger when these experiences come from someone within their network (Nielsen, 2012). By leveraging the power of authentic customer testimonials, you not only build trust with potential customers but also provide your Sales Team with a warm introduction, making Sales far more efficient and much more fun.
People naturally want to help other people, especially within their own network. Another relevant aspect is that your customers are connected to peers in their industry. This makes it much easier to discover prospects that fit your Ideal Customer Profile (ICP). But you first need to earn the trust of your customers before they are willing to open up their network to your business. Many businesses work hard to achieve this and also succeed. But fail to capitalize on this opportunity, because testimonials and referrals are simply not being gathered, or it becomes too cumbersome to organize this internally. This is where Bloith comes in.
Where is the ‘but’?
A prerequisite for this concept to succeed and to play out at scale, requires you to offer a product or service that ensures that the majority of your customers are satisfied. So if you trust your offering, let the Revenue Acceleration Platform from Bloith help you to ensure leads with a warm introduction to build trust, at scale.