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.