When buyers are unsettled, concerned and preoccupied with uncertainties in their business — it is difficult to capture their attention. It is hard for your message to break through. That’s when real customer testimonials and stories matter more than ever. They help you build confidence, establish trust and create meaningful connections with buyers in uncertain times. Real customer testimonials and stories remind buyers why they were considering and in search of your solution before uncertainty in the market or business knocked at their door.
In fact, according to Forrester Research, “71 percent of B2B buyers say real customer stories and examples are highly valuable when making purchasing decisions.” The report from Forrester goes on to say, “Business buyers want to hear about what their peers at other companies are doing, buying, and why.”
At OnMessage, we use real customer experience testimonials and stories to help our buyers understand exactly how we can help them and the value we will deliver. Testimonials like the ones below:
“OnMessage helped us crystallize our positioning, clarify the value we deliver and develop a clearly differentiated story. Never has a partner made such a big impact on our business.”
Alex Timlin — Senior Vice President, Verticals, Emarsys
“After a number of mergers and acquisitions, we needed a corporate story that aligned with our global strategy and vision. OnMessage had expertise we needed to make it happen.”
Theresa McEndree — Vice President of Marketing, Blackhawk Network
When market volatility and business uncertainty are added to the picture, customer testimonials like these become even more important. So, ask yourself these questions:
- Does your company have fresh, relevant customer stories to share?
- Are they packaged in a way that is easy for your salespeople to use in real-world selling situations?
- Are they omnipresent in your marketing and demand generation programs?
As buyers navigate their way through the COVID-19 crisis, they are looking for reassurance. They need to have confidence that your “solution” can deliver the value you promise. They want to know the investments they make today — will position their companies for even greater success once the crisis has passed. So remember, customer testimonials and stories are powerful tools that help you establish confidence, credibility and trust — even in the most difficult times.
