MBA1669 How To Get Testimonials That Sell

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Whether people are shopping for a new smartphone or they're trying to choose a local restaurant, they're going to read reviews. They're going to read what people think about this product or service before they buy it. This is just the default right now in today's day and age on the Internet. So. So instead of avoiding it, get in front of it. Make sure that you have the testimonials on your website that will support your customer's decision to buy from you. But how? What do you do? How do you get these testimonials? And how do you make sure these testimonials really drive home the value of your product or service? Because not all testimonials are created equal. That's what we get into in Today's episode, how to get these testimonials. And how do you make sure these testimonials actually sell your products and services for you? Let's get into it. Let's get down to business. Everybody knows they need to have testimonials on their website, on their sales pages, but they don't really know how to get them. And when they do, they're not really sure if these system owners will actually help sell their products and services. Now, this is especially true for those who are starting a brand new business or are new to business. They're like, I don't have any experience. How do I get a testimonial? Well, we'll talk about that later in the episode, but first, let's talk about getting testimonials from current clients, from current customers. And how do you make sure they craft a testimonial that works for your business, that sells your products and services? First of all, when people think about asking about testimonials, they think about calling people, emailing people, and asking them, hey, can you tell me about your experience or give me a testimonial? And the thought of this makes them feel like, oh, I don't really want to do this. This is a lot of work. You know, the confrontation, all that kind of stuff. This is why I believe that if you're going to collect testimonials, you have to automate it. You have to. The other thing you have to do is that you have to incentivize people to do something for you. Okay? This is just how the world works. People work in incentives. There's nothing wrong with compensating and rewarding people for making an effort. So first, let's talk about the automation part. You need to automate this system. For example, you can send an automated email with your email marketing provider when somebody becomes a customer after a certain period of time. So once they become a customer, wait 30 days and then send them an automatic email asking them for a testimonial. Some people like to ask for testimonials that are written, some like video testimonials. We'll get into all that in a moment. But right now you need to put this into place. You can do this in about five minutes. Okay, maybe like 15 or 20 minutes, let's be realistic. But you can set up an automatic email that people get when they become a customer after 30 days. So after they bought something from you or, you know, used your service, 30 days later, they get this email. It says, hey, I hope you enjoyed the Product. I hope you loved the experience. We always like to feature our wonderful customers on our website. We would love to feature you and your business or you and what you do alongside a testimonial. And you can just be honest with them. Hey, this is going to be easy. Don't worry. And you're going to tell them how to create a testimonial. Because most people don't really know how to do it or are not really sure what to say. They're kind of thinking, what should I write? What should I say? How do I craft this? So you're going to make it easy for them. You could just say straight up, you can reply to this email with a testimonial that answers these four questions. You can do it on your phone with a video, or you can just write it in text. Now, by doing this, you're just telling them what you would like to be included in the testimonial, the actual answers they're going to give you, but you're just guiding them so that they know what to write. So the first thing you're going to say is, tell me a little bit about yourself, your business, what you do, whatever it is you know. You want to make sure that other people that watch a testimonial can identify and know who this person is. Oh, okay. This person's in this kind of business. Okay, I get it. They're the CEO or maybe they're the head of marketing. It gives some context to the testimonial. And that's an easy softball question that they can answer. I'm so and so, and I do so and so in this company. Or if you don't serve businesses, you serve like customers, end users. You could just say, hey, my name is so and so and I'm from, you know, Dallas, Texas. The next question you want them to answer is, what was your life before my product, before experiencing my service? You want to paint the before picture. So get them to answer that question. The next question, the third question is, what was your life after consuming my product using our service? This is important because you want to show the transition, the result of using your product or service. This is really what people want to know, what their life was before, what their life is after. And it shows the transition, shows they got a return on investment. And then lastly, you ask them what their favorite thing is about your product or service. And this is going to allow them to highlight your unique selling proposition. It might be your customer service, it might be your ease of use, it might be the style the design, it might be the price. The point here is that they're going to highlight something that is going to resonate with your potential buyer when they read it or watch that video. I wrap up in this automated email by saying, send me a link to your website or send me a link to your handle on social, on Twitter or Facebook or whatever it is, and send me a picture because I would love to show your beautiful face. Now, the reason why you asked for the picture, because pictures really make testimonials pop. It puts a face to the name. And when you ask for a picture, they have control over what picture they send you, right? They're gonna just choose their favorite picture of themselves. And that's better than you trying to search the Internet for their picture or use their social profile pict or their user avatar in your, in your product. And it's that simple. You write this email. Once it automatically gets sent to customers after 30 days, again, customers will have the option. They can just write you a message answering those questions or they can shoot a video answering those questions in a form of a testimonial. It's that simple. Now, the reason why making it automated is important is because you want a steady flow of new testimonials to constantly. You want basically a wall of love, a whole page of testimonials on your website. Eventually that just makes it a resounding hell yes for people to buy your product or service. You want to make it a no brainer. You want people to say, yes, this is exactly what I'm looking for. These people are reading my mind. This is exactly the experience I want to have. You might be thinking, I'm new to business. I don't have a product or service yet to sell or to get testimonials for. I don't have any customers. Omar, how do I get testimonials for my website? I got you covered. Number one, when people are buying from you, they're really buying you. They're really looking for an answer to this question, can I trust you? Are you legit? So you just need to answer that question. And the way to do that is to get a testimonial from anybody you've helped in a professional way. Maybe you spoke at a meetup and you can get a testimonial about how much of an impact or how much value added to that meetup from the meetup organizer. Maybe you led a project in your formal job. Ask your supervisor the same exact questions. How was the project before I got involved, after I got involved what's your favorite attribute, skill, thing? About me? Okay, Ask a former colleague. Are you a website designer and you've helped your neighbor clean up their website? Ask them for a testimonial. These are all real examples of you adding value to people's lives, helping people, showing that you're legit. Even if you're a fresh college graduate, ask a former professor, a former ta. They could say things like, this person was a great student, hard working, intelligent, ask great questions, whatever. The point here is that you need other people to say you are legit, that you are worth working with. So even if you start with 2, 3, 4 testimonials from the people that you've worked with or have relationships with in a professional manner in the past, that will get you going to get your first few customers. And then as soon as you get your first few customers, guess what? They get an automated email so you can get new testimonials. Now. Remember I talked about incentives? You have to incentivize people to get this done or they're just going to ignore it. There's nothing wrong with giving people a reward for helping you out, for taking 10 minutes to give you a testimonial. An easy, simple thing you can do is to send them a gift card via email. And you can even include it in your automated email and say, hey, as a thank you from me to you for taking the time to give me a testimonial, coffee's on me. And just send them a $10 gift card via Starbucks. Starbucks allows you to do it online and you just need an email address. That simple. I like online vouchers because you don't need to get their mailing address or anything like that. You can just get their email and then boom, send them a nice little voucher. We've done this for a few years now and it worked wonders. Yeah, it's only a $10 gift card, but it's a $10 gift card that they weren't offered before from any other company. It takes them 10 minutes. They might be waiting for a bus, they might be waiting for an uber. And 10 minutes is something they have at their disposal. They want to help you, but it's an extra push to say, you know what, let me go ahead and do that. Guys, I got more on today's topic. But before that, let me give love to today's sponsor. Hi, I'm Maria, salon owner. You know the jingle. Now discover the facts about Ozempic, a GLP one. There's only one FDA approved Ozempic made by Novo Nordisk. 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To wrap up today's lesson, you need testimonials on your website. You need social proof, so go and get it. Okay? Make sure it's in your system, make sure it's automated, and if you're getting started fresh, go ahead and individually email people that you've worked with before and ask them the same questions that we outlined. If you can't ask for a testimonial from somebody that you've helped, that you've enriched their life, then you're going to have a hard time asking for a sale, asking for people to give you money. Okay, you're actually giving them money or giving them a gift card. Right? So this is a good exercise to do regardless as you're getting started is to ask for something. You'll be surprised how many people are happy to do it. Thanks so much for listening to the $100 MBA Show. Make sure you check out our brand new website over@100mba.net and download our Breakout Business Roadmap, a detailed guide on the exact steps you need to take to build that business of yours. No more confusion, no more wondering which step is first, second, third. It's all laid out for you. Go ahead and download it over at 1 00- MBA-NET. Before I go, I want to leave you with this. Your customers are the hero of your business. Okay? The customers that you serve, the customers that you've gotten results for, Put them front and center on your website. Make them the hero of your business story. Don't make it about you, make it about them and what you do for them. This resonates very strongly with somebody who's visiting your website for the first time and sees wow. This product, this service actually works. It helps people. It makes it happen. That's all people really need to know to be convinced to become a customer. Thanks so much for listening and I'll check you in tomorrow's episode Q and A Wednesday. I'll see you then. Take care. When you walk into a Burlington, you're walking into amazing prices and great styles. That's main character energy. Because at Burlington, the WoW deals aren't the only thing turning heads. Find fashion, the best brands, new trends, and so much more for every room in your house. Go ahead. You deserve these deals. But seriously, with these savings, why shop anywhere else? Burlington deals, brands, wow.