Let Customers Do Your Marketing For You
You know about testimonials – those little blurbs from customers that tell prospects how great a product or service is.
But did you also know that over 70% of customers look at product reviews before buying? And 90% of participants in a Zendesk survey say they were influenced in their buying decisions by positive reviews.
According to research firm McKinsey, customers that come in through the advocacy of other customers actually stay longer and pay you more over time.
And it gets even better, because according to Influitive, customers who advocate for you will actually stay longer and pay you more.
Talk about a win-win-win, with YOU coming out as the biggest winner of all.
But getting testimonials can be a problem. Business people don’t want to ask for them or don’t know HOW to ask for them. And customers, while they might want to give them, don’t know how.
That’s why we’re going to show you exactly what to ask to get testimonials, how to use the testimonials to overcome the biggest objections of your prospects, and even how to get testimonials without asking.
First, let’s talk about the elephant in the room – that is, the problem with 90+% of testimonials out there right now…
“I don’t believe it!”
The problem – and it’s a big problem – with testimonials is they tend to be too sugary. Too positive. Too… unbelievable.
“Since I bought the ABC Super Scooper Money Making Machine, I’ve made so much money I dumped my wife of 22 years and I married 18 year old super model triplets. I now own 16 homes, 83 cars and my own personal rocket ship to Mars. Plus my skin rash cleared up real nice and I’m about to buy a big yacht and an island and become president of a South American country. Let me tell you, that was the best $19.95 I ever spent!”
You believe that, don’t you?
Testimonials are a lot like resumes…
What happens when you hand your snazzy jazzy resume to a hiring manager? Sure, they read it. But do they BELIEVE it? Nope. If they did, they wouldn’t do all that digging into your past, your social media accounts, your previous employers, your college records and your references.
Why don’t they believe what they read in resumes?
A lot of people ‘pad’ their resume, making themselves sound better than they are. And since they don’t know you, they just have to assume you’re padding until proven otherwise.
It’s all positive. Nearly nobody every puts anything negative on a resume. “That company canned me because I didn’t do a darn thing for 8 months but play video games on the computer and play with the company dog.”
And what does this teach us about why people don’t believe testimonials?
A lot of testimonials are fake, or at least people perceive them as being fake
The reason they think they’re fake is because they’re all positive – sometimes ridiculously positive – like the example at the beginning of this article.
With those two strikes going against you, how do you get real testimonials that people BELIEVE?
By getting believable testimonials.
Which brings us to the question:
What makes a testimonial believable?
If the testimonial starts out on a negative note, people’s defenses go down and they your credibility goes up. In fact, not only does a bit of negativity ring true and become believable, but there’s a second benefit as well:
Because the testimonial starts out negative, people are captivated into reading it from start to finish.
Discover how to engage and excite new customers into taking action and spending money with you by using these simple free marketing tips from Nick James, The Internet Business Coach http://www.nick-james.com
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Last Update : Apr 12, 2017
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