Everyone is super excited to get more sales – I hear everyone saying often, this is what’s going to fix your business, it’s going to help you out a lot if you have some cash flow.
I know you believe me when I say testimonials are super important for growing your business.
So let’s begin.
What is a testimonial?
It’s someone saying they love you via video such as a live, and the video is there forever, they are providing a testimonial for your work. It’s feedback for the value that you have provided.
1. Testimonial methods
Here are the different methods:
You should be doing that with every single client.
If you can’t ask a client for a testimonial, guess what? You’ve majorly messed up and you need to do some customer service help because they should like and love you enough to give you a testimonial.
But remember, sometimes you just can’t please clients. This is why a case study is a better option.
2. Use the most relevant ones for your sales process
Picking the most relevant ones is quite important.
There are so many times I go to peoples’ websites, let’s say they’re a coach, and they’ve got testimonials and state things such as, “Omg, she was so great. She was able to help me out with x”, which is something that you don’t even sell.
It might also be something you don’t sell anymore. It might not be your target market, 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, that you’ve pivoted into your business but at that point your testimonials, reviews or case studies all show what you are doing currently, and who you’re currently working with.
Remember, those 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 these testimonials then your website is doing its job. They sell for you before they get on a call with you, or they get into your sales funnel; if it’s not, then you have a problem, and consider these things.
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. And there they will see other people that you have done work for.
You can link to other pages, that’s not a bad idea. But make sure you have a couple of testimonials, maybe 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 quick, whenever I talk to clients (and when you talk to clients), you should be talking about your previous or current clients.
“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, you need to 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, so currently, I am on my email sequence kick, working with all my clients and their email sequences (tightening down the information and call to actions so they are really converting in the end).
I’m working on my own, and one thing that really helps to convert is including those testimonials in your email sequence, whatever sales funnels that 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, include them on your website; include 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, you can create them 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: