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Tapping
Into The Power Of Testimonials
by
Kristie Tamsevicius
Why
Use Testimonials
Simply
said testimonials SELL! In fact, testimonials have been known to
increase sales by 250% or more! The Internet is a very
impersonal medium. People trust people! The more you can do to
“humanize” your web site the more likely potential customers
will want to do business with you. Testimonials “speak” to
potential customers in a honest, believable way.
Buying
products on the web can be scary.
Customers
want to know :
- Is
a web site secure?
- Is
this a reputable business?
- Does
this product actually do what they promise it does?
Customer
testimonials can PROVIDE the answers to such questions, BUILD
trust and CLOSE sales!
How
To Get Testimonials
Want
a sure-fire way to get customer testimonials? Ask for them! Most
customers would be happy to assist you. And you'll feel GREAT
when you hear all the positive feedback!
Here’s a sample
letter to use.
1.
Ask Current Customers
When job is finished ask your customers what they liked best
about your product or service. There are many ways to ask
including:
2.
Host A Free Trial With A Test Group
Give a free trial to a group of users in your target market.
Ask them: - if they found it useful - what they would pay for a
product like that - how they would improve the product.
3.
Give A Free trial To An Industry Expert
Someone with a complete knowledge of your field
is well suited to judge how your product works. Remember how
powerful “ 9 out of 10 dentists” recommending Brand X
toothpaste was?
NOTE:
ALWAYS get permission to use the testimonial.
Have them sign a release form granting their permission.
Here is a sample release
you can try.
How
To Use Testimonials Effectively
1.
Fully Identify the Quoted Person
Use full name, company name, maybe even city, state, or age!
Ex.
of SIGNED Testimony
(Jim Erickson from Whizbang International)
Ex.
of GENERICALLY SIGNED Testimony:
(from J.E. from a Leading Manufacturing Firm)
2.
Use Benefit Oriented Testimonials
Specific testimonials can reinforce key benefits of your product
or service. See examples below:
Benefit Based Testimonial:
"Grandma Madison’s pies taste so fresh compared to
other store bought pies!”
(Freshness is key benefit)
General Testimonial:
“Grandma Madison’s pies are fantastic.”
(nice, but too general)
3.
Quantify The Benefit
Using numbers help people “measure” the benefit in their
minds.
Example of measurable benefit
“The Whizbang system has helped us increase our profits by 30
percent in the first 6 months!
Or “Using Whizbang has helped us realize a 42
percent savings in labor and consulting fees!”
Where
To Use Testimonials
·
Grouped on a testimonials page of your web site
·
Scattered throughout your web site in one or two line snippets
·
Email marketing letters
·
Newsletters
·
Direct Mail
·
Brochures
The
words of a satisfied customer are powerful tools for building
trust, promoting your reputation, and increasing sales and
profitability! I urge you to tap into the power of testimonials
for promoting your business.
Article by
Kristie Tamsevicius, author of the newly released ebook, "The
Ultimate Guide to Creating and Marketing eBooks."
Kristie
Tamsevicius is President of Kristie's
Custom Design a full service web development and hosting
services.
Subscribe
to her FREE Internet marketing ezine THE
EDGE.
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