Insthinktive Influencing
Building Your Testimonial Base
So youWe worked hard to get prospects to meet with you, view your website or read yourmarketing materials. And they have progressed on to a sale. Now what do you do?
Most businesses don’t address the after sales process with the same care and attentionthey do to acquiring their clients.
New clients need to be treated like proverbial Kings and Queens. If you can focus ondelivering an Amazing experience to them, they have the potential to literally becomeyour voluntary sales team.
What if your 50 clients became 50 salespeople for your business. Sound unrealisticmaybe, but 50 amazed clients will guaranteed generate so much positive word of mouthfor your business that you?l be astonished.
The Power of Testimonials
Testimonials are simply one of the most powerful tools in your toolbox. Just stop andthink about the number of times you have personally responded to a recommendationfrom a friend or colleague? Actually limit this to the last week alone?
When you go on holidays do you look for and act on recommendations? When you getyour windows repaired as we did recently do you look for a recommendation. My wife did
and got one from a friend. So many of the things we buy, we have bought onrecommendation. And so too with your prospects.
Testimonials in?uence buying decisions.
And you need to ensure you are continuously generating a steady ?ow of testimonials.
And again it’s not a complicated process, but there are some pitfalls.
The Pitfalls in Getting Testimonials
-Your clients won? volunteer them. You need to ask
-Ask general questions and you?l get general responses which are of little value
-Not focusing on the end results or the outcomes
Try to plan in advance and work on a script with salient questions that will get a valuabletestimonial.
?orking with X we were able to achieve A result in Y time. We would highlyrecommend??/i>
We increased our sales by X% and reduced our selling costs by Y% in just 180 days?/i>
Now above are some simple and great examples. Clearly if you can get speci?c,measurable and timebound results you have a phenomenal testimonial.
The only way you?l achieve these is through great preparation. As in selling you need toprepare your questions well. WeWe outlined some questions below and feel free to edit and adjust accordingly
A sample script
-?ohn weWe been working together now for 12 weeks. How have you found theprogramme for you?
-?ow has our work together impacted you and your business. What have been thebene?ts?
?peci?cally what tangible measurable gains have you made?
1) Have you increased sales? If so by how much?
2) Have you increased pro?tability?
3) Have you increased efficiencies?
4) Have you increased your numbers of leads?
5) Have you reduced your operational costs
6) Have you inproved your effectiveness?
7) Has your business worked better in any ways?
8) What was the most important bene?t?
9) Why was that the most important bene?t?
10) How would you rate the service or product on a scale of 1 to 10. ?
11) Did you get your return on your investment?
12) Was it easy to use and implement?
13) Would you recommend it to a friend or colleague?
Key Takeaways
– Testimonials are a powerful way to build trust and brand recognition
– Develop a simple strategy to get testimonials
– Write a simple script to ask for testimonials
Simple, but not easy…..
Next session; Systemise your testimonial process…
