Your Customer Is Your Best Salesman
Rick Gee, July 14th, 2009 “If you say it about yourself, it’s bragging. If someone else says it about you, it’s proof.” ~ Jeffrey Gitomer
Are you using customer testimonials in your marketing?
A well-crafted and well-placed testimonial from one of your satisfied clients can sell more of your products and services than your best sales rep.
In a marketplace with more competition than ever, it’s crucial to solicit and use testimonials in all your marketing efforts.
Why is this important? As Dan Kennedy says, “What others say about you is 1000 times more believable than what you say.” And testimonials can help you stand out from your competitors.
So testimonials are important. And what they look like is even more important.
A good testimonial should:
- Be based on results, not platitudes. Lots of testimonials take on a “Bill is a great guy” tone. Much better is to have the testimonial speak to results that your solution has delivered. For example, “By implementing just one technique that Bill taught me, we added three new clients in one month that resulted in $6250 in new revenues.”
- Be from a real person. Don’t make them up. First of all, it’s deceitful. Second, if you really are delivering great results to your clients, it will be easy for you to obtain genuine kudos. Have you ever read a great testimonial only to find out it was written by “Jan H”? Sounds phony, right? Include as much identifying information as possible: full name, city and state, and if appropriate, the company name and job title
- Address a common question or objection a typical prospect might raise: “I didn’t think I could afford Bill’s fees at first, but the solutions he recommended generated 10 times more than what he charged me!”
Tomorrow, I will talk about some ways you can quickly and easily get tons of new testimonials.
Categories: Marketing Tips
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