You are missing out on one of the most valuable tools at your disposal. That tool: Testimonials. Every sales professional, entrepreneur, and business leader should have a system to collect testimonials and use them in their sales process. Testimonials boost sales. That’s a fact most people don’t realize.
If you aren’t currently collecting at least one testimonial each week, you’re missing out on a huge opportunity.
Here are five reasons testimonials boost sales:
Reason One: Social Proof
When people see others interacting positively with you, they feel compelled to act in a similar way. This is a subtle little push in your direction. It gives you a head start toward winning them over. You still must deliver a great experience but it gets things started on the right foot.
Reason Two: Best Sales Copy About You, Your Product, and Your Service
Most of us “pull our punches” when it comes to sales copy. We don’t want to seem too over-the-top. This often leads to watered down sales writing. It shouldn’t. That’s why testimonials matter.
The people who interact with us will often say outstanding promotional things ON OUR BEHALF. This is great and it is the best sales copy ever produced.
Reason Three: Productive Interaction that Deepens the Relationship
When you ask for a testimonial you have a conversation with your client. During that conversation you will receive feedback. This feedback will help you improve the experience your client has while interacting with you. As long as you take this feedback seriously and act upon it, your relationship with the client will improve. Even if the relationship is strong, it goes to another level when the client participates in this process.
Reason Four: Affirm The Commitment of the Client
When a clients says (or writes) positive things about you and your service, they become an evangelist for you. This process cements their commitment to you. They now will be likely to defend you in times of trouble and advocate for you when it comes to making you a preferred choice within their community.
Step one in asking someone for a referral is to first ask them for a testimonial. If people don’t say great things about you, they won’t refer you.
Reason Five: Helps Your Confidence
Whenever you feel your confidence slipping, just read your written testimonials and watch your testimonial videos. They will give you a boost. All of us are under-recognized. Use your testimonials to help you remember how good you really are.
If you’re looking for a system to gather testimonials and leverage them in your sales process, you need to order my new book titled: The 60 Second Sale. This great sales book, released in July 2018, contains a step-by-step guide to collecting testimonials and using them in your sales process.
How does a client know if you are the best person to solve his problem?
What information will prospective clients use to make a decision on hiring you?
How will a prospective client know if you and he will be a good fit?
Testimonials are the most important form of proof you can provide to a client.
Last week I met a guy who was delivering bottled water on Tuesday and the on Thursday announced he was a “life coach.”
48 hours. Same guy. Same experience, skills, knowledge, and training. If you met him on Friday you would only know him as the life coach.
Everyone has to start somewhere and I’m an advocate of improving your situation by taking action but there is no comparison between someone who has dedicated a twenty-year career to consulting at the highest level and someone who entered the field yesterday.
This is the reason testimonials are so important.
True testimonials written or recorded on your behalf by actual people with whom you have worked or to whom you have provided service, will provide proof of your capability.
Here are three rules of the road when using testimonials:
Rule one: They Must Be True
Faking a testimonial is like faking success. You only hurt yourself. Plus it’s illegal. You will damage your credibility and you could also have an issue with the Federal Trade Commission.
Here is a link to the FTC paper on endorsements: https://goo.gl/sVxk97
Rule two: There Are Never Too Many
You can never post too many testimonials on your website or send someone too many letters of recommendation. When it comes to credibility, people are looking for overwhelming evidence. A good rule of thumb is to collect one new testimonial each week.
Rule three: Address an Objection
One of the great things about a testimonial is that it can sell you better than you can sell yourself. That’s the main reason you should use testimonials to address objections to hiring you.
Have your client tell your prospective client how to overcome the mental barrier preventing them from hiring you.
Testimonials are the most important form of proof you can provide. Make sure you use them liberally.
Here are three other things you can read to help boost your sales:
Use your time wisely. This article shows you how.
This audio program will help you stay “Top of Mind” with your clients and referral sources.
First stop depressing me.