Creating Customer Advocacy

I was privileged to join Pipeliner CRM’s John Golden for a chat about creating customer advocacy on their #saleschat show recently.  A really great 30-minute conversation that I think you’ll enjoy, catch the entire episode below.

If you don’t have time for the entire episode the team over at Pipeliner has distilled our chat into this post that covers some of the key topics we discussed.

And if you are tighter still on time here are the highlights.

• Creating customer advocacy demands a commitment to service. 
• To improve our ability to serve we have to commit to understanding our customer’s business better than they know it themselves.
• We have to dive deeper into our sales oriented case studies to find customer advocacy details.
• Our service to our customers must be beyond what our offerings do for them – help them in their careers, their personal development, their lives.
• We can’t just cash the commission check and move on to the next deal, we have to care about whether or not our customer gets the value we sold them.
• Invite customers to improve the product, service, or business model
• ASK ASK ASK – creating customer advocacy can be as simple as asking for it, so ask.
• Use the ease of video capture to start grabbing real life stories of customer success.