Testimonials are super important for growing your business. Everyone wants to increase their sales and a simple testimonial can help you do just that. If you are looking for a way to scale your business and your revenue, grab your notebook and let's begin.
What is a testimonial?
A testimonial is feedback regarding the value you provided someone with your service. If a client is on a live video and expresses how much they love your work, they are giving you a testimonial; it’s feedback for the value that you have provided.
1. Testimonial methods
There are a few different ways to get testimonials:
If you feel like you can’t ask a client for a testimonial... Guess what? You’ve majorly messed up and you need to get some help with customer service because they should like you enough to give you a testimonial.
Remember: sometimes you will have clients that are impossible to please.
In those situations, a case study is a better option.
2. Use the most relevant testimonials for your sales process
Picking the most relevant testimonials is important.
There are so many times I go to someone's website - let’s say they’re a coach - and they’ve got testimonials that say things like, “Omg, she was so great. She was able to help me out with x”, and it's something they don’t even sell.
Or it might be something you used to sell but don't sell anymore. It might be that the person giving you a testimonial is not within your target market (e.g. you have a man giving a testimonial when you are serving women).
Make sure you are picking the most relevant one for the product or for the space that you are in.
It’s great that you’ve helped a lot of people, loved talking to other people, and that you’ve pivoted into your business; however, your testimonials, reviews, or case studies should all reflect the products or services you are currently offering within your target audience.
Remember: people will see right through you if you’re using random case studies.
Great, you got a 5-star review for washing cars 5 years ago and now you’re going to teach me how to build a business... What? Relevance is important.
3. Include testimonials on your website
When you include relevant testimonials, your website is doing its job to sell for you or put a potential client into your sales funnel before they even get on a call with you.
If your website isn't doing these things, you have a problem and would benefit from the following recommendations:
People should see that you do good work before they even talk to you. It’s pre-emphasizing how great you are and they should really pick you.
Should you have a testimonials tab?
No, I think those testimonials should be included wherever you have your services.
If you have a page on branding, you should have 2-3 testimonials on that branding page.
Can you have testimonials page on your website?
Will people specifically go there?
No, they will go to the services they are looking for and need. There they will see your previous projects.
It's not a bad idea to link to other pages, but make sure you have 1-3 testimonials on your website page for your product or service.
4. Include testimonials in your sales pitch
This is something that can get salesy or spammy really quickly. Whenever you talk to clients, you should be talking about your previous or current projects.
“What I’m currently doing for a client is x, y, z”
“What I did for the client is that I raised their bottom line of 30k in one month”
You need to give them credibility and also sell yourself. You have those testimonials on your website to point back to:
“Hey I don’t know if you’ve checked out my website but I have a video from Anna and she talked about how I helped her get 100 subscribers to her email list in 4 days”
This will continue to give you credibility and help you with your sales pitch.
Share them in other marketing materials, too. I am currently working with all my clients on their email sequences to tighten down the information and call to actions to increase their conversion rates. One thing that really helps to convert is including those testimonials in your email sequence and whatever sales funnels you use.
I happen to use email sequences.
Share them in your marketing material there, put them on social media, take them when you put their review on social media, and include them on your website. Put them everywhere you possibly can.
5. Place those testimonials for optimal effect.
I don’t know if you guys know this, but I actually use my business and personal page as a sales funnel into my Facebook group. I want people to know and learn from me before they pay me anything.
If you don’t have a Facebook group, a great place to start a sales funnel is your cover photo on Facebook.
If you’re interested in turning your Facebook page into a sales funnel leave a comment below and I’ll be there to help you. We are going to be doing a workshop in a couple of weeks on that.
You can create a short little video or as a stagnant image and include the testimonials.
Either way there is optimal effect. You see a cover photo every time you go onto someone’s profile, either business or personal.
Including testimonials there will really help you out in your sales process.
Conclusion: Testimonials give you credibility and picking the most relevant ones will allow you to be more effective in marketing yourself. There are different methods for testimonials and you can see what works best for your current situation (new or established business) but you should ask each client for a testimonial.
If you have any questions or comments please feel free to reach out to me.
Just to recap: