Let Your Customers Do the Selling for You
Testimonials are an effective buying trigger because they offer information about your product or service that you just can’t provide yourself. Making time to collect them and add them to your marketing and sales tools can significantly impact your business. Testimonials are an excellent selling tool for several reasons, including:
- They tell potential buyers that you’re trustworthy.
- They tell potential buyers that your product or service fulfills its promise.
- They tell potential customers that you have credibility.
- And they tell potential customers what they want to hear – that you really can solve their problems.
It’s like a personal recommendation, and it’s worth the effort to get quality testimonials and use them.
How Do You Get More Testimonials?
Getting more customer testimonials is quite simple, actually. You ask for them. Many people are afraid to ask their customers for testimonials. They feel it’s pushy, or they fear being rejected. The truth is, most customers are happy to give them; they just don’t think about offering. Think about when you have a good or bad experience with a company. If you have a terrible experience, you want to tell everyone that will listen. You write reviews, share the details with your friends and associates, and post about your experience on all of your social networks. Maybe you even write a complaint to the company.
When you have a good experience, you say thank you. Generally, we don’t talk as much about the good news as we do about the bad news. However, if someone asks us, we’ll go on for hours about our positive experiences.
So in order to get more testimonials, you have to ask. Naturally, you only ask all of your very satisfied customers. However, consider also asking experts, thought leaders, or other influencers in your industry to provide a testimonial. Send them a free product or offer a service, then collect the testimonial. It’ll have more power because it’s coming from someone people like and respect. Can you imagine what a ringing endorsement it would be if Andrew Chen or Dianne Hackborn wrote a testimonial for your mobile app?
Many people just don’t know what to say, so consider being prepared with a pre-written testimonial. If they agree that they stand behind the information, they just need to provide a signature and a link. You can then post the testimonial and consider it valid.
It’s helpful to create a collection of testimonial templates that can easily be customized for or by customers so you can present them with options quickly.
Position Your Testimonials Well
There are some key places to position your testimonials. One such location is on your sales page. The testimonials will serve to support a prospect’s buying decision. You can also use them in your newsletter and in email communications. Consider also creating a separate page on your website with testimonials. Place the most powerful and detailed testimonials prominently where they’re sure to be read.
To your success!