We all know the importance of customer references or advocates. But few organizations include referenceability (a customer's willingness to act as a champion with peers) as a core responsibility of each employee. If they achieve a culture of referenceability the added value of that customer relationship increases exponentially. This presentations provides the fundamental concepts for creating such a culture.
Requires:Clear, emphatic communication by all leadership Training on the last point: exploring a customer’s willingness to advocate
Requires: Training on the ultimate uses of customer advocacy A well-documented program for customer advocacy participation Goals and measurement Incentives
Other departments that can incorporate customer advocates include: product marketing training customer service consulting sales enablement/operationsSuccess in effective use must be amplified through the organization to provide example and positive reinforcement of the initiative