Harnessing the power of Testimonials
At least once a month, at my place, on a Friday night, my family will have to make a major decision: ‘What takeaways are we going to have tonight’?
A third-world problem, right?
An old ritual from days gone by.
I am sure the Friday takeaway ritual came from my own family when all of us would pile down to the fish and chip shop, and get to choose between a sausage, hot dog and fish with a few chips thrown in, then wait in the car eating them, while Mum and Dad nipped off to the pub for a quick drink.
New experience
In our family now we might want to try something different and go out to a café or restaurant.
When that happens, the question always comes up ‘what’s new in town or ‘, what was the name of that place that my mate Dave was talking about last week’?
Following this, we’ll call or text Dave to ask him what the restaurant was called because we know he’s pretty reliable with good food!
Why we need assurance – Power of Testimonials
What people say about you is 10 times more powerful and believable than what you say about yourself.
Deep down, Dave would not recommend that restaurant unless he enjoyed it. He is telling you from his own experience, which is very powerful.
You have your interests at heart.
It’s much harder to sell something to someone because you naturally have your interests at heart.
What your clients may want is another way to make a decision. This is why an opinion from a third party could be very influential, just like Dave influenced my decision on a restaurant.
The point is that getting someone to recommend you helps a lot. If it does not work out, you can always blame Dave- no, just kidding!
Create and use testimonials
There are a few tips I’ve come across in my time about receiving great testimonials, but one stands out as pretty crucial; be specific.
The more specific you are about the outcome you want, your endorsement will be targeted.
Let me give you an example. If you ask a client for a testimonial, ask this way.
‘Hi John, can you describe the one or two most important benefits you’ve gotten the most from working with us… please explain specifically what you’ve gained from the experience:
The second one I often ask is: ‘Describe in Detail What Part of Your Experience with us made you the happiest?’
This question taps into the emotional side of the experience, and that is where you will understand what drove your clients to use you in the first place.
In summary, be specific, and don’t forget to ask for their thoughts around the emotional experience..
Have a great week, see you soon.
Good selling.
Mike
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