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How to create testimonials and showcase them so your hungry fish jump!

How to create testimonials and showcase them so your hungry fish jump!

April 14, 2009

How to create testimonials and showcase them so your hungry fish jump!

Testimonials are one of the most effective forms of 'proof' that you can offer to prospects. What someone else says about you is much more powerful than what you say about yourself. Yet, I find very few business leaders using them and those who are using them, do a lousy job with them.

The best time to get a testimonial is immediately after a customer has bought something from you. They're excited so you want to capture that enthusiasm. If you're hosting a conference, get the testimonials there. If people are coming into your office, get their testimonial before they leave. Don't wait. People will tell you they'll do it later, but they never will!

The most important thing a testimonial can do is help you overcome objections prospects may have. If prospects are skeptical about whether to buy, tell how someone else overcame that objection in a testimonial. Use pictures. For whatever reason, we're naturally drawn to pictures of people so include them too. Pictures along with names and city addresses will also increase the credibility.

Be sure to have enough testimonials so your prospects can find themsleves in them. I one once had a medical company call me because they saw two doctors in our 27 pages of testimonials and said, 'I see you understand doctors'. If I didn't include the doctors they never would have called because they wouldn't have seen themselves in my list of testimonials.