Every Testimonial is a Marketing Masterpiece
We spend tens of thousands of dollars
on marketing our businesses,
yet when patrons are asked, “Why did you do business with ______?” The answer is often, “Because my (family, friend, neighbor, etc.) did or referred me to them.”
Many of us strive to achieve that pinnacle of success, “All my business is referral.” So, do you ask for testimonials? I’ve worked with dozens of highly productive companies and sales professionals worldwide and still hear the same answer. “No. I don’t.”
If you’ll allow me to hammer the point, ASK FOR TESTIMONIALS! It can even be by email or text but VIDEO IS BEST!
Question – Which do you believe?
Advertisement or a Testimonial?
TESTIMONIAL of course. WHY? Because Advertisements are written about You! And Testimonials are written to you!
SHOW ME THE DIFFERENCE!
Example
AD – “We think Bobbi is the best real estate agent ever. She is positive, on time, and very knowledgeable. She helped us buy our fist home and achieve our real estate dream. If you’re buying or selling, you should call Bobbi.”
Pretty good, don’t you think? Actually, that’s an ad or commercial for Bobbi because it’s written about her. And if someone sent me one like it, I would use it. But look how it changes when it’s written to Bobbi.
TESTIMONIAL- “Bobbi, thank you for walking us through the purchase of our first home. Your kind, patient, and caring attitude gave Jane and me great comfort. We Love our new home. It’s perfect and we know we would not have found it without you.
Being so far from family and having no one else to lean on, I hope we weren’t too much trouble. We now consider you part of our Raleigh family.
“I have your cards on my desk and when anyone utters the word “Real Estate,” they get one along with my highest praise.
Hugs Daniel & Jane
See how when it was written to Bobbi, it became deep and meaningful.
How do you get your clients to write a testimonial like this?
Explain how a testimonial needs to be personal. Otherwise, it’s an advertisement. Then when you receive it, use it regardless of how they wrote it.
Often, you’ll find clients are reluctant because of time or know how. Simply ask if you can write it based on the compliments they’ve given you. Then do so and send it to them for their approval. Often they add additional positive comments.
How do you use testimonials?
Publish them – On your website, in blogs, on all Social Media sites. Use them in direct mail campaigns, email campaigns. Hell, put them on a Billboard!