On almost every job application, in almost every interview, the question is inevitably asked: do you have references?
Employers know that during the interview process, candidates want to sell themselves in order to be offered the job. Candidates will highlight strengths and omit weaknesses. Their resume may exaggerated] the amount of their experience or degree of their results. When the only data about a candidate’s skills and experience comes from one source—the candidate, an employer may not know how much of a candidate’s information is trustworthy.
That’s where references come in. References, typically from previous employers, often present an accurate view of the employee’s work, giving a potential employer another view of the candidate’s capabilities. If the candidate says he created a new system that resulted in major savings for the company, and the previous boss provides a reference that says the same thing, a potential employer is more likely to feel confident in making a hiring decision, and therefore may make it more quickly.
When making a purchasing decision in business, just like in the hiring process, hiring managers customers– want references. They want to know that a company that promises them the world has actually delivered that world to previous customers.
References or customer success stories, give potential customers that “previous employer” viewpoint without being a sales job. Because of that, customers are more likely to trust an authentic reference and feel more confident in making a buying decision, therefore shortening the sales cycle.
With a well-planned customer reference program containing effective customer success stories, you can increase the likelihood that potential customers will indeed “hire” your business.
Need help with creating your customer success stories? Contact me today so we can get started.