One Powerful Way to Boost ‘YOUR’ Conversion Rates
It may sound really obvious, but collecting and displaying testimonials in your brochures, email campaigns, proposals, social media and on your website is a key fundamental step required for boosting sales in your small business – and yet few do it well.
I recommend you ask every single client that you have ever worked with for a testimonial or recommendation. From there, select a key phrase from the testimonial and highlight that in bold text and display above the ‘complete’ testimonial.
Here is an example from my first book, ADI Part 4:
“I can highly recommend this book to both new & experienced ADI’s & wish it had been about when I first started.” – Lorraine Maunder ADI
So you can see here, that we highlighted the phrase that will influence your target market the most and ensure you have chosen one that reflects what they are seeking.
For ideas, raid your bookshelf and see how others have displayed testimonials on their front or back covers. This is the same method but only utilised in brochures and/or on the web.
Third-party endorsements carry more weight than direct promotions. Ensure that you have scattered testimonials in key areas – areas where prospects are deciding whether or not to purchase from you.
The ‘Buy Now’ button on your website or above an enquiry form would be great places to start. Even right through to your written proposals and email signatures!
Getting ‘INFLUENTIAL’ Testimonials
Testimonials that influence the buying decision have a very specific formula to them. They demonstrate the ‘before’ and ‘after’ situation of your customer, i.e.
“Before I was stressed out because everything I tried to do to lose weight failed to work. Now, since working with X, I have lost 3 stone and that’s only just the beginning.” –Reilly Nohope
As you can see, a testimonial like this can do wonders at boosting your conversion rates, particularly when combined with an image. And we’ve all seen the weight loss ones haven’t we?
When approaching previous clients for testimonials, ask them very clear and specific questions to elicit the responses required to convert them. Such as:
1. What was it like before you did business with us?
2. How has your situation changed since working with us or using our product / service?
3. What are the 3 greatest results you have achieved?
(Be very specific, i.e. I got £3,000 in new business in 10 days. Not, I made thousands over a couple of weeks, that’s too vague).
The more specific the responses the greater influence they will possess.
So as you can see getting a structured Testimonial is better then…”I was happy with the service and they are a nice bunch of people.”, which tells your prospective customers and clients absolutely nothing. Your testimonials could well be your best sales weapon.
If you want to grab a FREE 30 Minute Focus Call, to get some Focus, a Plan and then Take Some Action in your business CLICK HERE NOW!! Limited spaces…
*Taken from ‘The 30 Day Business Plan for Small Business Owners’ , written by me. To Order CLICK HERE
