3 Simple Steps to Fantastic Testimonials
What's the first thing you look for when buying a product or service
online? Ok, after the price? ;-)
That's right - testimonials! Rave reviews from other people who
have used the product or service that you're considering investing
in can make a huge difference in whether or not you take out your
credit card, right?
When potential clients or customers visit your website, they want
to see the same thing. It makes them feel that much more comfortable
that they're making a good choice in handing over their money to
you. Make it easier for them to buy (and easier for you to make
a sale) by including testimonials for every product or service you
offer.
But not just any nice words will do. You want your testimonials
to be results-based so as to do the selling for you. Here's what
I mean:
1. Use the Before/After Template
Ideally, your testimonials should tell a very short story about
where your client or customer was at before they starting using
your product or working with you, and then tells the great results
they've gotten since.
For example, one of my clients wrote this testimonial for my 21
Easy & Essential Steps to Online Success System:
"Hi Alicia,
I also wanted to chime in about how happy I am with your 21 Steps
program.
I have purchased several other marketing programs, and while they
all provided good information, none provided the steps, resources
and direction I was looking for.
21 Steps provides the exact steps I need to take, and when I need
to take them! 21 Steps also provides many of the resources I was
looking for - where to post my articles, worksheets, webhosting
sites, etc.
Since I purchased your program the traffic to my website has increased
dramatically and my subscriber database has already increased by
over 10%.
Thank you, Alicia, for finally creating a marketing program that
has everything I need - good information, steps, a timeline and
resources to complete those steps.
I'm looking forward to learning more from you in your weekly emails
and the coaching cafe."
Kristine McKinley http://www.beacon-advisor.com
Here's a template you can use for your own testimonial gathering:
"Before I started (working with Your Name/using Name of Your
Product), I was (brief description of challenges/struggles/problem
client/customer was having).
After I started (working with Your Name/using Your Product), (brief
description of the results client/customer has enjoyed since working
with you/using your product)."
Follow this with your client/customer's full name and website address
or city and state, if they aren't online.
2. Email the Before/After Template to all your clients and customers
asking for their testimonials.
Once you've designed a fill-in-the blank template specific to what
you're asking for a testimonial about, send it via email to your
clients or customers. Most of them will respond, especially if you
make it this easy for them.
In your email, ask for their permission to use their testimonial
in your marketing materials. This may seem like a given, but you
want to make sure just the same. Also encourage them to include
a photo of themselves to use alongside their testimonial for more
impact.
And consider giving them a deadline to send it back to you by;
otherwise, your request may sit in their inbox, even if they have
the best intentions of responding.
3. Say thank you!
Make sure that you immediately respond to every testimonial you
receive, solicited or not, to express your gratitude for them taking
the time to do so, and to tell them what it means to you and your
business.
4. Use them!
Make sure that as each testimonial comes back to you, you use it!
Put it on your website, your brochure, your flyers, or whatever
other marketing materials you use to promote your business.
By the way, if you don't have clients or customers yet for a particular
product or service, ask for testimonials from anyone you've helped
for free, or for a more general testimonial about another product
of yours they've used. Testimonials are very important to increasing
your credibility, and having one or two - even if they aren't very
specific - is better than not having any at all.
Testimonials are one of the best no-cost/high-impact marketing
strategies available to you. Use them to help put your prospect's
mind at ease, and get more clients and customers for your business.
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