Testimonials are an incredibly powerful tool – they often make the sale all by themselves. But yet, they are overlooked by far too many business owners.

How do you get them?

• Tell your customers that you need a nice letter that you can show to difficult prospects to reassure them that they are making the right buying decision.

• Ask all your customers – yes, every single one of them.

• Ask them to e-mail you or even to scribble it on a piece of paper when you are with them.

• Ask them over the telephone and write it down yourself.

• Often people are too busy – write the testimonial yourself and ask them if it is ok for you to use it.

• Don’t let anybody who has been happy with your service walk away without getting their testimonial.

• If you’re stuck, try these words: “Thank you for your kind words. Much appreciated! I wonder how you would feel about me using the following testimonial statement within my marketing?”

What for?

• It builds credibility like nothing else on this planet.

• Imagine you have to make a decision between using two plumbers. One tells you how great he is. The other sends you a letter and includes with that a list of testimonials from 100 happy customers – which one are you most likely to go with?

• Testimonials make a big difference!

What do you do with them?

• Put them in places where your current and new customers can see them.

• This reinforces your credibility.

• Put it on your website.

• Put your testimonials into folders and give every one of your salespeople such a folder – this folder by itself will more often than not push aside the resistance from an unwilling buyer.

• Send it out with your product saying “And now you too have joined the ranks of these other happy customers…” This confirms that the buyer has made the right decision.

Get testimonials – everywhere you can!
Use testimonials – everywhere you can!

Testimonials will help pave your way to a successful business. It really is worth the effort.

Happy Testimonial Hunting.

Rudi Jansen is a Business Growth Specialist and chartered accountant.
Get his free e-book, “7 Easy Ways To Grow Your Business” at http://www.kando1-2.com

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