Breaking BizDev
What does "business development" mean, anyways?
On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm.
Subscribe to this podcast to get sales and marketing advice that you can actually put into practice right away. Whether you're an expert doer-seller, firm owner, or a dedicated sales/marketing pro, each episode will help you understand your buyers and win new business.
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Breaking BizDev
The Client Success Story
The client success story can go by many names; case story, case study, use-case, past performance, the list goes on... But how should it be structured? When can it be used? How can it be used for marketing? For sales? In this episode, John and Mark break down the client success story in professional services—what it is, how it’s used, and mistakes to avoid.
The Client Success Story Framework:
- The client's situation
- The client's problem or need
- The solution you provided
- The client's results
Read more from Mark on the client success story here:
https://www.wainwrightinsight.com/client-success-story/
Using the PASTOR framework for the client success story in marketing:
P - label the client's problem
A - amplify the problem
S - show the solution
T - bring in a client testimonial
O - offer a way to connect (contact us, book a demo, request an audit)
R - promptly respond to offer requests
Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/
www.breakingbizdev.com
