Social proof. Everyone knows that you have to have it if you want to convert like crazy.
And let’s say you have a client who just loves working with you. They even write a great 3-paragraph testimonial that totally knocks it out of the park, and you just know it will help to convert new prospects.
But three paragraphs is pretty long…
So here’s my advice.
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Get it on video
Anytime you get a really good testimonial like that from somebody — just a great, killer testimonial — you should absolutely reach out to them and see if they’d be willing to do a fifteen minute Skype call with you, or a fifteen minute Hangout so you can get it all on video and audio.
Even if you only get audio you can still create a video showing a picture of them while they are speaking.
And another reason I strongly encourage you to get on a call with your client is because it gives you the opportunity to draw stuff out of them.
Ask questions and offer comments like, “How did that make you feel? That had to be super exciting. What’s changed in your life? I know it’s a corny question, but what’s different for you in your life? Hey, please tell other people who are thinking about this program what this meant to you.”
Now you can take that and splice it up. You don’t have to use the entire clip. You can just take a section of it like, “Hey, listen to what Bob just said to me the other day.” And boom! You have a ten- or fifteen-second snippet.
Is it fake?
Now sometimes you get a testimonial that’s so good, it almost sounds fake.
If that’s the case, then say so in the video! Say, “This sounds almost too freaking good to be true. That’s how I felt when I heard it, but listen to Bob’s story for just one second.” Boom! You bring it up and you say it sounds fake. Simply acknowledge it.
When should you get testimonials?
ALL THE TIME.
Seriously.
Don’t wait until you have a launch coming; you should be proactive about getting testimonials, case studies, and general feedback all the time. The more proof you have that your product delivers, the less selling you have to do.
In fact, to encourage testimonial submissions, consider even running a contest for the best submission. You could give away a gift card, a book, a t-shirt…
Incentivize people to give you their testimonial. If you get fifteen great case studies, your marketing is going to blow up. And it will really help a launch.
Look, YOU know your product or service delivers the goods. And your customers and clients know it too. Now you need to let your PROSPECTS know it so you don’t have to work so hard at selling, and so they can get the results they need and are looking for.
Don’t be shy. Ask for those testimonials.
