Hi Kevin Swecker recorded references are an effective way to scale reference programs with content.
Not only are they available to be shared 24/7, meaning they can be shared earlier in the sales cycle than a traditional 1-on-1 call can occur (which means they can help eliminate questions, fears, and doubts of buyers earlier in the sales cycle), but they also enable you to have full confidence that you won’t set up a call with a client having a bad day. Recorded references can result in the concept of “reference deflection”, which has been shown in to reduce the need for 1-on-1 reference calls by 60%.
As opposed to sending clients a 30 min recording of a client answering the questions that typically arise during reference calls, I recommend create assets in a snackable format for the buyer.
I’m happy to discuss best practices and ways to achieve if this is helpful. Fee free to DM me and I’m happy to provide resources or answer any questions you may have.
Thanks.
