Telling a story about helping another customer is a great sales strategy. It not only demonstrates your willingness to be a Good Samaritan; it also proves that “this is not your first rodeo.” Besides, it feels great to be able to tell a prospect, “We do this all the time, and we can do it for you as well.”
Having a list of referrals to provide is ideal. It reduces your prospect’s perceived need to perform elaborate due diligence themselves. They take it for granted that the customers on that list already performed their own due diligence, and it’s even more reassuring that they already used your product or service successfully.