Land More Sales With Powerful Testimonials
Customer testimonials are powerful. But they can also be a flop if you don't ask the right questions.
Whether you’re a service-based business or primarily sell products, having a handful of compelling customer success stories at your disposal is critical to your business's long-term success. And in this case, the more, the merrier.
But if you’re like many businesses, your customer testimonials may fall flat and be a long way off from convincing potential buyers that YES - you are the right business for them.
The best way to get that HELL YEAH faster from someone sitting on the fence is through storytelling. A great testimonial will tell a compelling story that can be digested quickly and easily while touching an emotional chord with "said" consumer.
Simply asking, "can I get a testimonial from you?" or "do you mind writing me a review?" is more likely to get you a yawn-worthy sentence or two (if you're lucky).
”Lucy did great work. I highly recommend her services."
Convincing? I don't think so.
What you need is a story that takes your reader through the customer's journey - with a Challenge (aka the before), a Solution (your product or service) and the After (how it changed their life). Think of it as the hook, line and sinker approach.
So how do you get a killer testimonial from your customers that will move other potential buyers to that "buy" button faster?
By asking the right questions, of course!
The key is asking your clients or customers more open-ended questions that create room for a story to unfold. Open-ended questions that invoke more thought, detail and emotion are way better at taking others along on a journey of their buying experience. Plus, who doesn't love a good story?!?!
Through this process, you'll end up with testimonials that are more descriptive, and if done right, they'll be relatable. Win-win when it comes to gaining your buyers' trust.
4 Questions Every Business Should Ask
What were you struggling with most that led you to work with me or purchase "said" product?
What would you miss most if my business/product disappeared tomorrow?
What do you love about working with me? or What do you love most about "said" product?
How has "said" product or service changed your life for the better?
Want To Take It A Step Further?
If you read through their testimonial and feel there is a bigger story to tell, don't be afraid to jump on a call with them and get them to hash it out more.
This is a great way to evoke even more emotion and dig into any questions you feel need further explanation or detail.
Plus, if your product or service really did make a significant impact on their lives (like you hope it did), they’ll be more than happy to jump on a call with your business. But don't forget to sweeten the pot and provide a discounted product or service as a special thank you.
Other key things to remember when gathering customer testimonials
Make sure to get the correct spelling of their name. If their title, job or business is important to the product or service you are selling, ensure you collect that as well.
Having a clear, professional-looking headshot of your customer also makes the testimonial more relatable for other potential buyers. Plus, it adds to the credibility of it.
If collecting a testimonial via phone, double-check you're quoting your customer correctly.
Remember to be clear about how you plan on using the testimonial, whether it's on your website, social media channels or in an email blast.
And there you have it, folks! Some of my biggest tips and favourite open-ended questions to help you land better customer testimonials, which will help close more sales.
Ready to take your customer success stories to the next level?!?
Check out why your business NEEDS to start implementing customer case studies into your online marketing plan ASAP. Find more info HERE.
Hey, i’m miranda!
I help purpose-driven entrepreneurs grow their brand + their business through powerfully persuasive conversion copy and email marketing strategy.
Get binge-worthy emails that help your business stand out, sell out and ignite a following of forever fans.
The COPY Shop
Welcome to the COPY Shop!
Ideal for new businesses that prefer a DIY approach but need help + guidance writing their copy. Think of it as a handy mix of web copy templates and prompts with all my best tips and tricks for writing great copy that connects + converts.
Interested in being a part of my beta program? Email me at hello@mirandabarrett.com to find out how.
COMING SOON.