from my email:
Daily Sales Tip: Share the Story
When you have made a significant difference for a client, create a case study -- the study of a client's experience with you, written out in narrative form.
Explain to your client that you do this as a matter of course; you keep the case studies, like client testimonials, for the benefit of others who are considering working with you, so they can understand the kinds of results you've been able to help people achieve.
When your clients read a case study of their own success, there's an ego boost there, and that contributes to that elusive loyalty we all seek.
Source: Sales author/consultant Lenann Gardner
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