HOW TO GET FANTASTIC TESTIMONIALS

Transcription

1 HOW TO GET FANTASTIC TESTIMONIALS

2 HERE S WHAT YOU LL LEARN IN THIS VIDEO

3 Why testimonials are so darn important for your business The importance of staying current on local laws and regulations Resources and ideas for product and service based businesses

4 Six power questions to get fantastic testimonials The do s and don ts of fantastic testimonials

5 WHY TESTIMONIALS ARE SO DARN IMPORTANT

6 It s all about social proof! Whether it s reviews, testimonials or good old word of mouth... What others say about you can be 10X more powerful and persuasive than what you say about yourself Human beings are hardwired to look around and do what other people are doing because of mirror neurons that influence our behavior

7 More testimonials (reviews, social proof) = more sales and more happy customers as you leverage the snowball effect Testimonials are also the perfect vehicle to tackle objections head on

8 THE POWER IS IN YOUR HANDS

9 Fantastic testimonials and reviews start way before a customer ever purchases from you Our goal in business is not just to do what we say - it s to go WAY beyond. This is about creating an OUTSTANDING customer experience

10 Strive to build in at least 3 surprises into every purchase. Could be a follow-up thank you call, an unexpected video, a bonus gift, etc. Be methodical and maniacal about over-delivering on your promises and going above and beyond for your customers Remember our mantra: how would you behave if you were the best in the world at what you do?

11 ONE IMPORTANT THING

12 STAY CURRENT ON LOCAL LAWS

13 Especially when it comes to testimonials and endorsements, make sure that you re current on local laws and regulations for your industry In the U.S. the FTC continuously evolves their regulations about the proper and legal use of testimonials and endorsements

14 This is especially true if you re in the fitness, medical, health, business opportunity or finance industries Outside of the US, check your local government regulations on commerce and advertising This is an area where it pays to have an attorney review your marketing and sales materials to make sure you re compliant

15 REVIEWS & RATINGS

16 It s important to stay up to date on all the relevant sources for ratings and reviews in your industry For example, Yelp is very popular and it can be quite controversial If your business could be reviewed on Yelp, visit to make sure you re in the know

17 Google Yelp Responding To Negative Reviews for a particularly helpful section on responding to negative reviews Sites like Yelp and Amazon have their own guidelines around ratings and reviews. Stay up to date on best practices for your industry

18 COOL IDEA FROM SEPHORA

19 Systems, Teams & Massive Productivity

20 HOW TO GET FANTASTIC TESTIMONIALS

21 Timing: ask during the experience of using your product/service or immediately after. You want that fresh energy, insight and enthusiasm You could also create a survey using Google Forms, WooForms or SurveyMonkey.com (I ll give you the questions in moment!)

22 Or you could call your clients and interview them. The advantage is you get to ask follow-up questions and tease out even deeper benefits Use Skype to record a video interview. If you have a Mac use Call Recorder for Mac for $20 ecamm.com/mac/callrecorder/ If you have an in person service, or do live classes and events, capture testimonials on video

23 THE BOTTOM LINE IS YOU HAVE TO ASK!

24 THE SIX POWER QUESTIONS

25 The following six questions are here to get you started Every business and industry is different so feel free to use what works for you and tweak the rest Not only a great way to generate more social proof, it s a fantastic way to connect with your customers and learn how to improve offerings

26 Use this process to better understand the folks you serve and be even more caring, compassionate and outstanding in your business Remember, always make sure you get explicit permission to use customers words and likeness in your marketing materials

27 1 WHAT HESITATIONS DID YOU HAVE ABOUT PURCHASING OUR PRODUCT?

28 2 WHAT CHANGES HAVE YOU NOTICED IN YOUR?

29 3 WHAT SPECIFIC FEATURE DID YOU LIKE BEST?

30 4 WOULD YOU RECOMMEND OUR PRODUCT/SERVICE? WHY OR WHY NOT?

31 5 IS THERE ANYTHING ELSE YOU D LIKE TO ADD?

32 6 WOULD YOU BE OPEN TO A MORE IN-DEPTH INTERVIEW?

33 MORE SOCIAL MEDIA TESTIMONIAL STRATEGIES

34 Manually capture screenshots from Facebook and blog comments Create a new folder in Google Drive and store all images for later use Example: a comment from our launch

35 TESTIMONIAL MAKEOVER DEMO - VERSION 1 I m a super huge skeptic, especially when it comes to services promoted online, but I have been more than happy with what B-School has to offer. I immediately read through all of the bonus material and that alone has made me realize this program is worth every penny!

36 TESTIMONIAL MAKEOVER DEMO - VERSION 2 I m a super huge skeptic, especially when it comes to services promoted online, but I have been more than happy with what B-School has to offer. I immediately read through all of the bonus material and that alone has made me realize this program is worth every penny! - Kelly C. New York City

37 TESTIMONIAL MAKEOVER DEMO - VERSION 3 I m a super huge skeptic, especially when it comes to services promoted online, but I have been more than happy with what B- School has to offer. I immediately read through all of the bonus material and that alone has made me realize this program is worth every penny! - Kelly Courson founder New York

38 THE DO S AND DON TS OF GREAT TESTIMONIALS

39 Be aware of the mirror effect. When people land on a website, they are looking to see people like themselves Make sure your testimonials reflect the specific struggles, desires and results of your ideal customers Be strategic and use testimonials and case studies to overcome objections

40 Whenever possible, use your customer s full name, location, their profession or website and their picture We know that in every industry it s not possible to use full names, but add as much detail as you can

41 Length: make your testimonials as short and to the point as possible You can edit testimonials for clarity - just make sure you get your client s final approval Video/audio/written: What s great about video testimonials is that you get the visual and you can separate the audio and have it transcribed for a written testimonial too

42 Genuine enthusiasm trumps all People can feel energy, even in the written word, so don t edit out

43 A HAPPY CUSTOMER IS THE GREATEST ADVERTISEMENT. - Andy Sernovitz

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