Testimonials are so important because they serve as proof (not that anyone would ever doubt a sales dude/dudette)
They also answer the question “Who says so besides you?”
I believe that today’s buyer finds solace in sticking with the status quo until you and I show them a better way and then reassure them that they are making a good decision.
That’s why I love testimonials!
They go along way to help!
Here are a few random thoughts to help you rock your sales this year by embracing the awesome power of the testimonial!
First, you need to actually ask for the testimonial and there’s several “why’s” behind this statement! First let me tell you about a moment that many of us miss and then I’ll get to the why you might be missing.
So imagine a situation where your client just told you that you saved their butt, rocked, helped them with an 11th hour miracle, made them look like a rock star or any number of situations where you simply DELIVERED and they don’t mind admitting it.
Many of us are just so busy doing what we do that we miss the moment. Big mistake!
Here they are, smack dab in a moment of all caps LOVE and we don’t ask for the testimonial.
What’s up with that?
Here’s what I say when I have those moments with my clients (feel free to tweak to your style, personality etc)
“I’m really glad I’m exceeding expectations, that’s what I like to hear. I could use a favor. Right now, could you pull out your smart phone and shoot me a super quick email with what you just told me? This way I can work with more cool people like you”
There it is. Simple, elegant and most importantly . . . immediate because if you don’t do it right then and there, the moment passes and you miss out but . . .
You don’t just miss out on getting the testimonial; you miss out on a lot of cool psychology you work when someone give you one!
For starters, writing it makes your customer feel important (and who the hell doesn’t like to experience that emotion?)
Writing it also reaffirms their decision to do business with you.
It also reminds them of the “Why?” behind their decision to do business with you.
Next, it’s important that you know about a few opportunities where you might not be using them.
The first is in your proposals.
I’m a firm believer in including a personal bio sheet with proposals (they’re buying you aren’t they?) Testimonials prove that you are awesome!
Note: If you would like to see my bio sheet, please email me paul@yoursalesplaybook.com
The other opportunity is to create a sheet that shows how you and your company are different. Do it in a way that gets straight to the point, bulleted and then prove it . . . by including a few testimonials.
Here’s where I missed the boat . . .
I wasn’t including them on my website!
A few months ago I changed that and put them up on several of my pages. Here are a few examples.
Note: In some ways, I like the 3rd example best because I played with the visual aspect of the testimonials a bit. I used some gigundo type with one testimonial, in the other, I included a picture of my client (shout out to my boy Rich from ReSound)
Now I know what you’re thinking “Castain, my company won’t let me do that”
First of all, it would be really cool if more companies gave their reps a personal bio page like the real estate, insurance and financial service firms do (hint hint to the business owners reading this) but that shouldn’t stop you from . . .
Having your own personal website.
I do believe that people buy us first and that they want to check us out anonymously at some point. This certainly will help you. It will also make you more “Googleable” and you better believe that people will Google you as part of their process Note: I said “Google YOU” not as code for “they will Google your company” YOU! People buy YOU!
One final point for now, the testimonial can team up with something to reduce risk (like a guarantee) to pack a powerful one, two punch!
That’s what I did when I loaded my online sales course web page with testimonials and a solid guarantee!
I took the approach of letting my guarantee and my customers have the final word so that would be the final impression as people exited my page (hopefully over to PayPal)
I’d really like to hear your thoughts . . .
Please take a moment to scroll down and let me know what you think of these ideas, how you’ve used testimonials and other ideas we can add so we can own this incredible new year!
I work with individuals and organizations who want to sell more!
For more information on my onsite training click here.
My one on one coaching click here
Or if you’d like information about my speaking fees and schedule, please email me paul@yoursalesplaybook.com
