Why Your Testimonials Should Turn (Some) People Away

by Paul Castain on May 8, 2017

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A few days ago, I shared a blog post on how to make your testimonials more legitimate.

I held off on one other thought because I felt it deserved it’s own post.

I’m going to warn you that this idea is going to seem a tad counterintuitive, but hear me out anyway.


A good testimonial will turn some people away and that’s a good thing!

I believe that people appreciate honesty.

I also believe that sooner or later, people will see us for who we really are and;

The way we do things, ISN’T going to be for everyone.

In fairness, not everyone is going to be right for us too so;

I’d rather fast forward and get to that “light bulb moment” sooner!

Note: That doesn’t mean that we should find someone who thinks we’re an idiot and ask them if they’d be willing to share it will the world.

I knew someone, in a past sales life, who wrote copy for recruitment ads.

Here’s what he said he had to say about attracting the RIGHT people.

“Good copy, gently guides the RIGHT people by the hand, while discouraging the WRONG people from pursuing things further”

Here’s a recent testimonial I received from one of my coaching clients that really epitomizes this concept.

“Paul isn’t for everyone. If you are extremely sensitive, Paul isn’t your guy. But if you’re willing to challenge your old habits, and really work to implement new action items, Paul will make you a better boss and a better salesperson.”

Pete Primeau, President, Primeau Furniture Sales

There are some coaches who WOULDN’T use that testimonial, or perhaps they’d use it after they edited the sh*t out of it;

I think a testimonial like that will do MORE to attract the RIGHT client than it will hurt.

And besides, people are rather skeptical of testimonials that are nothing but warm and fuzzy and then you look to see who wrote it, and there’s a mysterious “Pete P, furniture industry” To me, that type of testimonial reeks of bullsh*t.

There are a lot of different ways that I use testimonials in my business.

To see how I use them on my coaching page, please click HERE.

And you might want to join us on May 18th for our 12 Ways To Safeguard Your Deal webinar.

I’m going to be talking about testimonials (and other powerful forms of evidence) and;

  • How To Get In Front Of A Higher Probability Prospect.
  • How To Get Access To ALL Of The Stakeholders Without Offending Your Contact.
  • How To IMMEDIATELY Take Control (Without Being Manipulative) and Set Yourself Apart and Position Yourself To Be The Front Runner!
  • The 5 Types Of Questions That Propel The Sale Forward
  • What To Say/Do When Your Prospect Wants To Take 3 Bids.
  • 5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!
  • How To Maneuver Your Competitors Into A Defensive Position, Without Badmouthing!
  • How To ACCELERATE The “Courtship” By Creating Propinquity (Go Ahead and Look Up That Word, I Had To).

To learn more, please click HERE or the button below.

check it out

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