How to Boost Sales With Testimonials Marketing Articles | September 21 Authentic Byron Murphy Jersey , 2009 One of the most powerful marketing tools you have at your disposal doesn't cost a penny. I'm talking about testimonials. You see, candid comments from satisfied customers who have used your product or...
One of the most powerful marketing tools you have at your disposal doesn't cost a penny.
I'm talking about testimonials. You see, candid comments from satisfied customers who have used your product or service have credibility that money can't buy.
You can make claims about your product all day long Authentic Kyler Murray Jersey , but your prospects know they're self-serving words. On the other hand, rave reviews from objective users carry a lot of weight and can help you boost sales.
What's the best way to use testimonials in direct marketing? Here are some practical ideas for you to consider:
1. Use testimonials wherever you can. You can include them in sales letters, brochures Authentic Haason Reddick Jersey , ads, on product boxes -? you name it. Consider putting several testimonials into a special area on the page surrounded by a fine-ruled box. You can set up the testimonials with the headline: "We're proud of what our customers have to say about us."
2. Keep them short. A testimonial should be one, two Authentic Christian Kirk Jersey , or three sentences long . . . unless you've got a real humdinger. Remember, it's better to have many short testimonials than a few long ones. If, over time you collect a big bunch of testimonials Authentic Chandler Jones Jersey , you can make a "lift letter" out of them and include it in a direct mail package. This kind of a lift piece can really increase response rates.
3. Don't use anonymous testimonials. If you're selling hemorrhoid cream, you can't expect someone to write a testimonial and then let you use his or her name and hometown. But if you're selling just about anything else you need at least the person's full name. Initials just don't cut it.
4. Try to get testimonials that relate to specific benefits. You don't want testimonials that are too general. As always, it's good to be specific!
VAGUE: "Cynthia's seminar was really great. I thoroughly enjoyed it!" SPECIFIC: "Cynthia's time-management seminar showed me how to save the hour a day I was wasting. I sure can use those five extra hours a week!"
VAGUE: "Thanks for copywriting the terrific e-mail invitation for our online seminar." SPECIFIC: "Thanks for copywriting the terrific e-mail invitation for our online seminar. The response rate was truly outstanding -- 300% better than we expected!"
VAGUE: "Your organization-chart software is really wonderful. I love using it and recommend it." SPECIFIC: "Your organization-chart software is really wonderful because it shows who's who in the company at a glance. This means that all our new-hires can get up to speed three times faster than they used to. I love using it and recommend it."
5. Use spontaneous compliments. Let's pretend that you're talking to a customer or client and they say Authentic Pat Tillman Jersey , "Hey, your software is really fabulous. It's helped us cut costs by about 20%!" How do you respond? It's fine to say, "Thanks very much. That's awfully nice to hear." But you should keep going and add Hakeem Butler Jersey , "Can I use those kind words in a testimonial. We're collecting nice things that clients have to say about us and I'd sure like to use what you've just said if that's O.K." See how easy it is?!
Stand Out to Sell More Marketing Articles | June 20, 2013
Many times salespeople and small business owners develop a sales process that is more about system than about connection.?
So many times salespeople and small business owners develop a sales process that is more about system than about connection. In my estimation there are many problems with this. We are experiencing a hyper-competitive economy right now. That is not likely to change any time soon.
So what do we do? Rise to the occasion!
When we view sales as relationship building it changes our approach. Really getting to know our clients and customers provides us with a leg up on the competition. When WE are the people helping our clients solve problems, we gain armor against invaders.
Here are some things we can all do to improve our business growth:
1.??? Go Deep
Make sure you get to know more than one person in the client organization. This helps to safeguard you against the peril of your contact leaving the company. This is something that happens all the time. You build a great relationship with one person and suddenly you find out they are gone. Now what do you do? You start all over again. When you get to know more people within the client organization the impact is not as heavy.
It also helps you find out if there are more opportunities there for you. Some people only pay attention to what goes on in their department. Knowing more people gives you the opportunity to learn more about the client Zach Allen Jersey , and uncover business you weren?t aware of.
2.??? Care
This may sound strange but it holds a lot of weight. When you care about the success of the client company you increase your value to them. Meeting with them in person or on the phone just to talk and find out how they are doing can work wonders for your business relationship. When you are doing this you can find out about other needs they have. Through your network you can provide your client with possible solutions to those needs. Imagine how valuable you would become if you were your client?s ?go to? person.?
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