How To Get Testimonials And Use Them To Close Sales

How To Get Testimonials And Use Them To Close Sales

I've used testimonials to get me sales, introduce me to others, to build my credibility and I did that when I first begun in business. The first edition of my first book Conquering Life's Obstacles had 26 pages of endorsements. I tend to go a little nuts with testimonials. It's easy to do and anyone can do it to gain significant business advantage. Testimonials can be one of the most critical elements of your marketing materials. I'd like to show you how to get testimonials, even if youπre new in business or just beginning to launch a product.

Without well-written, specific, credible testimonials, it is very difficult to sell anything. You see, you can say all you want about yourself, but the fact is... people DON'T BELIEVE YOU! They believe what others say much more than they will ever believe you.

Testimonials are your "proof," your expert witnesses in proving the case for your product. Having a sales pitch without testimonials is like going into court without an witnesses. You can never use too many testimonials, and you should constantly be in the process of collecting them. I can't overstate this enough... TESTIMONIALS ARE YOUR KEY WITNESSES!

Here's my Secret Formula For Getting Money-Making Testimonials

Too many people use WORTHLESS testimonials that go something like this:

"You are wonderful!" J.B., KL
"Thanks! Great Insurance Agent." L.T., Singapore

These kind of testimonials HURT your credibility more than they help it. Keep in mind that the main purpose of a testimonial is to build credibility in you and in your product. Because people are skeptical these days, they will almost always believe what other people have to say about you more than what YOU have to say about you.
"You are wonderful!" J.B., KL, makes the prospect wonder (whether consciously or not) why the person doesnπt put his name on his testimonial?

Key #1: A very specific claim.
Don't use generalities like "Great", "Awesome", "Wonderful". The more specific the claim, the more believable it is.

Key #2: An air of believability.
It should be believable. NEVER, never make up testimonials. I'm okay with writing it for the person and asking them to give their Okay if they agree with it but don't just make them up.

Key #3: Benefit-packed claims.
Make sure that each testimonial is full of benefits that your clients have received by doing business with you or using your product.

Key #4: Put their name on it.
The most believable endorsements have the person's name on it, at the very least. It would be even better if you could get permission to use their city and if possible, a phone and fax number. Now, this isnπt always possible, but if you can get people to agree to put their phone number, your results will be dramatically better. The amount of credibility that is built with this kind of testimonial is incredible.

Example of good testimonials.

"Though I was a little skeptical, I bought your 2001 model. Iπm so glad I did! In the last 9 months, we haven't had even one minute of problems with your photocopier.
Bill Tan, M.D., ETC. Corporation, Kuala Lumpur
How To Get Testimonials?

Here's how to get plenty of excellent testimonials, even if you haven't sold the product yet.

Too many people are too stingy to give away their product for free. However, giving away your product is often what you have to do to get testimonials for your product or service. And the cost of doing this is a painless drop in the bucket compared with the firepower that good testimonials will bring to your sales copy.

Give away your product to some people and tell them why you're doing it. Tell them you want to get a testimonial about their experience with the product.

Tell them that you normally sell the product for X amount and the product will give them x, y, and z benefits. But you are willing to give it to them for free, if are willing to endorse you and the product.

I suggest that you actually write out the testimonial for them and tell them that you'd like to use it as is or they are free to edit it if they prefer, assuming of course, that they fully agree with the statement you wrote. Most people will say "Yes."

If you write it out for them, they won't have to and that will make them more likely to say "Yes."

Do exactly the same with all your existing customers. Just tell them that you are gathering thoughts from clients and wondered if you were willing to help.