Small Business Coaching:
Make More Sales with This- Part 1
By Allison Babb
Whether you like them or not, TV
infomercials create a TON of sales. And it's a powerful
marketing lesson. My 14yr. old and I were watching the
infomercial for P90X - the new exercise craze. In his teenage
wisdom, he commented "I wonder if they would sell as much if all
those people weren't saying how great it was."
Bingo, excellent observation!
Sure, the owner of P90X is in the commercial, but only for a very
tiny part of it. Most of the 30-minute infomercial is one
person after another sharing their rave review of the product.
Business owners, listen up on this
one. The fact is no-one can sell your product or service as
easily as your clients and customers can. When someone else is
ecstatic about their experience and results, that's called social proof and it
way more convincing than anything you can say about your own
products and services.
Here are 8 winning ideas you can instantly apply to your business to get
a flood of powerful testimonials that attract clients like a magnet
and create tons of sales:
1) The obvious:
It goes without saying that the first step to getting rave
reviews is to create a great product or service. Here's
the easiest way to make it awesome - ask your customers what
they want, and then create it. And keep asking for feedback to
make it even better as you go along. And when something goes
wrong, go above and beyond to correct the issue and to make amends.
Great customer service counts.
2) Make a Request:
Don't wait for testimonials to land in your lap. People
are busy. Everyone has too much to do. Even though
they may be ecstatic about your product/service, they may forget
to tell you. So ask. Request a testimonial from as
many clients as you can. Make it a systematic part of how
you do business. You won't get a testimonial from
everyone, but you'll surely get way more than if you didn't
ask.
3) Make it results focused:
Clients and customers often tell me they appreciate that I'm down-to-earth, motivational,
encouraging, etc. Although that's always great feedback to
hear, the true power
of testimonials are in the results people experience.
So be sure to get
the before/after story. Have them share their frustrations
before working with you and the impact and results they achieved
using your products/services. And listen for when they are
volunteering that type of information. Because....
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