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Issue link: https://grow.avanti.ca/i/525162
©2015 Avanti Software Inc. All rights reserved. 5 Steps to Help You Get the Most Out of Your Reference Calls avanti.ca CLIENT REFERENCE CALLS WHAT YOU NEED TO KNOW When you are making reference calls, there are a few simple steps you can take to ensure that you get the information you need and that the time spent talking with the provided references is worthwhile. Here are 5 steps that will help you get the most out of your reference call. 1. Ask for Relatable References. When asking for references, request to speak with companies that have similarities to yours. While speaking with companies in your industry can be helpful, you'll also want to speak with companies of the same employee size as your company and that is using the same software you will be using. Pro Tip: Speak with companies that had some similiar challeneges (i.e. multiple locations, CBU's, etc.) 2. Schedule the Reference in Advance. When you are checking out references, it's important to remember that someone is taking time out of their busy schedule to help you. Take time to schedule the appointment in advance with them so that the time you are asking them for fits into their schedule as well as yours. Most reference checks take between 30–45 minutes so be sure to let them know how much time you are requesting and make sure you end the call within that timeframe. 3. Be Prepared. It's easy to get sidetracked during a reference check, but your time is limited, so plan ahead to make sure you don't forget any key questions. Taking time to put together a list of questions will keep you on track and make sure you get the most out of the time you have set aside for this reference check. Make sure you leave some room on your checklist to add notes that you can refer back to. 4. Start with Introductions. Start your call by explaining to the reference who you are, what your role is and a little about your company. Then tell them a little bit about your selection process, your objectives and what you hope to get out of the reference call. This will help set the stage for a constructive discussion. The Everlasting Value of a Reference Call. Making a customer reference call is an important part of your decision making process. It is also an inexpensive and candid source of information that will help you know that the investment you are about to make in a new solution will benefit your organization. Turn the page and check out our reference call checklist. Print the checklist and have it with you on every call. 5. Say Thank You. It's not only the polite thing to do, it's the Canadian thing to do. Be sure to let the reference know you appreciated their time and insights. If you select the solution they provided the reference for, consider following up and let them know – it may provide you with the opportunity to have conversations in the future as you move into the implementation stage. After all, it's always good to know someone who has been through it that you can reach out to.