using customer references throughout the buyer's journey
TRANSCRIPT
The role of advocacy
Loosening the status
quo
Committing to change
Exploring possible solutions
Committing to a
solution
Justifying the decision
Making the selection
Living with the
selection
Sirius Decisions
Discovery Consideration Decision
Our sales goal:
Prioritise the problem >> Consider us >> Choose us >> Recommend us >>
The case study as click bait
Visual formats work well for conversion in social media, especially those you can atomise to act as teasers for the more substantial asset.
Postcards to tip the decision
Testimonials and voxpop-style trailers convince the visitor to fill out the form and engage with the content.
“The Infinity offering allows for the flexibility that companies need.”
Nicola Hayes, Managing Director, DCD Intelligence
Engagement
Customers stories are great to offer through a regular communication that nurtures your relationship with your audience. This could be a newsletter-style communication or BusinessTV.
Storify
Increasingly, your audience expects to be entertained. Storytelling is a great way to achieve this goal, whether text based or using the power of video.