Would you buy a TV and only take the salesperson's word for it?

Your Buyers Aren't Much Different

When it comes to big purchase decisions in our personal lives, like a fancy new TV, we almost never do it without asking someone's opinion first. Whether it is a spouse, friend, the salesman at the store, or perusing multiple online reviews, we want to know the TV we buy is the best one…because we deserve the best! Check out this 3 minute video below about a real-life story of this happening:

 

When it comes to big purchase decisions in the business world, your customers aren't any different. Over half of B2B buyers seek validation and proof from their peers that what they're about to buy is actually going to help them achieve their goal or solve the problem they're looking to overcome. These days, customer references, referrals and peer recommendations play a bigger role in "sealing the deal" than ever before, especially when you consider:

  • Customers are 4x more likely to buy when referred by a friend (Neilsen) and spend 13.2% more than non-referred customers (Journal of Marketing).
  • 53% of buyers rely on peer recommendations before making a purchase decision – a number that was only 19% in 2012 (DemandGen).
  • Effective customer evidence can reduce the sales cycle by 17-30% (Mainstay Partners).
  • 46% of B2B buyers rely on customer references when making a purchase decision (Hubspot).

Yet despite embracing these peer-to-peer selling best practices, 83% of companies don't know the amount of revenue their customer references actually influence. Thankfully, there is a Customer Reference Handbook and new technology that can tell you how to do that.

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RO Innovation's NEW Product Suite Can Help

Leveraging the influence of your happy customers is a key driver of revenue at your company. With RO Innovation’s new product suite you can take your innovative P2P strategies to the next level. We have merged the best elements of the RO Innovation and Boulder Logic platforms to create a new product suite designed to help our customers differentiate their value better and optimize their P2P selling efforts easier than ever before.

 

Optimize Your Customer References. Schedule a Demo Today!