If you’ve ever watched QVC, Home Shopping Network, or seen an infomercial, you know about the power of testimony. Your sales will increase when other satisfied customers are seen or heard testifying to the benefits of your product or service.
Testimonials help potential customers imagine themselves as proud owners & users of the product or service you offer. They want to experience the same benefits as the person making the testimony to it and one of the best way to get prospective clients to buy from you is to introduce them to other satisfied customers. Since you won’t be taking customers on your sales calls – testimonials take their place.
To do this, first you will need to ask your best customers whether you can interview them about the positive experience they’ve had with your product or service and record it either with a digital camera or a tape recorder. Be sure to inform them how you’re going to use the information so they can be at ease knowing that you’re going to be using their words and images in front of perspective customers. Once you have this, in a digital format, incorporate it into your presentation for playback to prospective customers.
When collecting your testimonials, ask your best customers to talk about the benefits they receive from using your product or service. If you have a number of different testimonials use the one that best fits the sale scenario. For instance, one sales agent we know shows pictures of customers experiencing his service. Remember, a picture of a happy, satisfied customer is worth a thousand brochures (and a lot less expensive).
Nothing sells better than truth and you can get closer to the truth when it comes from someone who’s had a real life experience with you, your product, your services, and your company.