Word of mouth recommendations are meat and drink to professionals. We know that if a new client comes through recommendation we’re doing a good job. So when Jeff Nolan posted about his experiences with Plaxo’s uber address book, which I’ve signed up for but not really gotten into, he’s got my attention. As I read Jeff’s post I’m thinking – I’m sold. Why? This is what Jeff said:
I can’t tell you how pleased I am about this because for years I have been plagued with mismatched contact data on the various computers I used and my mobile devices. Really, it’s been in my top 5 problems for at least the last 10 years and now it’s solved.
What does that mean and why have I acted upon this post?
- I trust Jeff’s judgement
- He’s describing a pain I understand
- Jeff’s views build upon other things I’ve read about Plaxo i.e. he’s adding value to my thinking
- Clear business value
- Cost/value is a no brainer
Result? $50 going to Plaxo and my thanks to Jeff for making the business case crystal clear.
Why does this approach to service selection work?
- I’m not the kind of person to whom it’s easy to sell. Not that I hate salesmen but I’m always thinking ‘what if?’
- When considering a service I want to understand the benefits up front. (Don’t we all?)
- Professionals and tech companies share an appalling lack of ability to communicate this crucial element. Here’s an example from a company that contacted me today. It might be great but I’ve no idea ‘what’s in it for me.’ Jeff’s explanation sets that out in no-nonsense fashion
- That means I often rely on recommendations from people I trust.
Technorati Tags: plaxo pulse, reputation
