If you’re selling online, you NEED testimonials.
(I personally can draw a direct line between customer testimonials and hundreds of thousands of dollars in revenue).
But there’s a problem:
Most people feature HORRIBLE testimonials…
…and they’re leaving a tremendous amount of revenue on the table. Revenue they RIGHTFULLY DESERVE.
Luckily it’s easy to fix. Just use what I call “The Perfect Testimonial” framework.
I go over it in detail in my new Social Triggers TV episode:
The Perfect Testimonial: How to Write Great Testimonials
The Perfect Testimonial Framework
If you’re looking to convert browsers into buyers, you need testimonials. Great testimonials.
You need what I call Perfect Testimonials.
Because no matter what you’re selling, testimonials will help you turn tire kickers into happy customers.
Testimonials are proof that what you sell works.
Testimonials extinguish the fear of buying.
Testimonials are one of the most valuable assets to your business.
Personally, in my business, I can draw a line between testimonials and hundreds of thousands of dollars in revenue.
And I know it will lead to much more.
The problem is, forget Perfect Testimonials. Most people have HORRIBLE testimonials.
I’m Derek Halpern, the founder of Social Triggers. And in this video, I’ll show you the difference between the bad and the perfect.
I’ll also show you how to solicit these testimonials from your customers so you can quote them word for word.
If you’re looking to get ahead this year, then you must know how to sell.
I believe people who learn how to sell make a better living, have more fulfilling lives, and reap the majority of rewards while others fight for scraps.
And providing testimonials is one part of the sales process that is often overlooked.
A testimonial can literally make or break a sale… And if you do it right, you can nail your pitch, turn prospects into buyers, and convince clients to send more prospects your way.
How do you do it right?
By following what I call The Perfect Testimonial Framework.
As a side note, you should always have your testimonials reviewed by a lawyer. There are laws around what can be said and what can’t be said. So, keep that in mind.
Now, let’s say someone wrote in and said:
“Derek Halpern is so great. He’s so smart, and his videos are so helpful. I literally watch his videos 5 times apiece and I learn something new every time.”
Would I feature that as one of my main testimonials?
The answer is no.
Sure, it’s flattering. And of course, I love compliments.
But as a testimonial, it’s HORRIBLE. Why?
Testimonials serve one purpose: To persuade your prospect that what you’re selling will work for them.
And while that testimonial blows a whole lot of smoke up my you-know-what, that testimonial doesn’t accomplish the main job.
Now, compare that testimonial with something like this:
“Before I took Blog that Converts, I thought you had to update your blog several times per week. However, after taking it, I learned you only need to update a few times per month, and then all you have to do is use the promotional strategies to get your blog posts in people’s hands. I did this and I started to watch my traffic go up from 100 visitors per week to more than 1,000 visitors per week.
What’s the difference between the first and the second testimonial?
Sure, the second one is more specific, and it’s definitely tailored towards the product.
But more specifically, the second follows The Perfect Testimonial Framework. Let’s break it down:
1. The perfect testimonial identifies a belief or problem your ideal customer currently has or suffers from.
In my example, this was the belief that you have to update your blog several times per week. This gets prospects who have that belief thinking, “I’m just like them.”
2. The perfect testimonial details how your product, service, or idea solves your ideal customer’s problem or amends their belief.
In my example, this was the idea that you only have to update your blog a few times a month and use the promotional strategies to get it out there. This shows your prospects that you have a track record for solving that problem.
3. The perfect testimonial provides accomplishments or results.
In my example, that was in increase in traffic from 100 to 1,000 visitors per month.
Now, for legal reasons, you can’t promise that everyone will get those results. Again, be sure to consult a lawyer.
But know that providing specific, truthful results will get your prospects thinking, “I can do that, too!”
So remember, the three parts of The Perfect Testimonial Framework are
1. The Problem (Or Belief)
2. The Solution (Or New Belief)
3. The Result (Or Accomplishment)
Now, I bet you have a few questions… If you’re wondering:
“How many testimonials do I need?”
The answer is a whole lot less than you think. Ideally, you would have one testimonial for each type of customer.
For example, I sell training courses. Freelancers buy them. So do online store owners. And information product sellers. And you can bet I have at least one testimonial from each type of customer.
So that whoever reads my sales material has the opportunity to think, “I am just like that person and I can do that, too.”
Remember, you’re not manipulating people. You’re just connecting the dots. In fact, I’m sure you get emails from prospects that sound like this, “Well, I noticed it worked for so-and-so, but I’m still wondering if it will work for me.”
Prospects want to know what other people who are just like them think about whatever it is you’re selling. This gives them a better idea of whether or not it will work for them.
It’s your job as a salesperson to alleviate their fears and connect those dots.
How do you get your clients to give perfect testimonials?
It’s easier than you think, but it’s going to take TIME.
All you have to do is interview them. Send them an in-depth survey, hop on a 45 minute phone call, do anything to be able to ask them several questions so you can get the information you need from them.
When I prepare testimonials, I have someone on the Social Triggers team devote a TON of time to interviewing each potential testimonial. And you know what? It pays dividends because I get PERFECT testimonials.
Before I close out this video, I have a quick question for you:
What was YOUR biggest insight about testimonials and selling from this video? Leave a comment.
Also, do you know anyone who can benefit from The Perfect Testimonial Framework?
Feel free to send them a link to this video. You’ll be helping me out by spreading the word of Social Triggers. You’ll also be helping them out because you’re giving them great stuff.
Now the most important part of this video is this: Make sure you take action now that you’ve learned the Perfect Testimonial Framework.
As I said earlier, I believe people who learn how to sell make a better living, have more fulfilling lives, and reap the majority of rewards while others fight for scraps.
This is just ONE PART of learning how to nail your next pitch.. And I want you to do it with flying colors.
So, get to work!