FM Walsh & Associates Inc.

The Very Best Sales Tool You Can Use

What is it?  Create success stories about work you have done for past clients that you share with prospects.  Most people underestimate the power of storytelling as a sales tool.   People respond well to testimonials or stories of others who have faced the same problem or challenge.  It’s reassuring to them to know that you’re not the only facing this issue.  And it’s the perfect way for you to showcase the effectiveness of your product or service.

Here’s what you need to do to create a compelling client success story:

1. Describe what problem the client had that made them approach you – this is the situation part of your story.
2. Describe the solution you provided to them – how did your service or product solve the problem.  This is where you highlight your expertise (tastefully!).
3. Describe the outcome – what results did they get from your solution?  Try to make this as numbers-oriented as possible; use percentages or dollar amounts to show how the client was better off after working with you.
4. If you are using this story on a sales sheet, add a testimonial from the client.

And it goes without saying that these stories need to be true.  Don’t make something up out of thin air.  The power of success stories comes from the fact they highlight your expertise and build your credibility.