Testimonials: How to close on a sale
Testimonials How to close on a sale
Testimonials are a powerful sales tool. Used correctly, a
testimonial can eliminate any of the fear and skepticism a
potential customer may have about your product or service. It's
not enough that all of your marketing ads make a statement that
YOUR GOOD at what you do. Consumers view self-promotion as you
blowing smoke; however, if another consumer makes that statement
it gives you credibility. What Makes a Good Testimonial To some
degree, testimonials assist you in delivering a compelling offer
that is both credible and believable. The making of a good
testimonial begins with specific and to the point phrases, like
the following:
"Anderson Smiths Consulting saved my business from bankruptcy.
Their team was there when I needed them the most. Thank you ASC
for showing me you value my business" - Cindy Graves
"Your kitchen floor cleaner is awesome! It did exactly what you
claim it's capable of. I am happy to recommend your product to
my friends and family members" - Jennifer Luke
Before you can use a testimonial, obtain permission from your
customer. Although most people don't have a problem with their
name on your marketing material, others prefer you use their
initials rather than full name. Never rephrase what the customer
has said. If the complete sentence isn't 100 percent praise,
don't use it. Four Types of Testimonials There are four major
types of testimonials: * Customers by far are the strongest
category of testimonials. Without a doubt, a positive feedback
can increase sales and profits. * Celebrity testimonials are the
lease creditable. Some people view a celebrity testimonial as a
"paid ad." * Experts must be from a relevant field to have
credibility. * Expert Organizations carry a tremendous amount of
weight and are less thought of as being persuaded in their
opinion.
It's not difficult to obtain qualified testimonials. All it
takes is a little creativity. Some businesses use a follow-up
post card requesting feedback, while others send out survey
forms with a professional thank you note.
Once you have the testimonials, it's up to you how you use them.
Don't be surprised if you get some negative feedback. No matter
how negative it might be, it will help you improve your product
or service for the next customer. Overall, positive testimonials
will help you close a sale.