How Testimonials Improve Business
Niraj Kapur
Overcome sales objections, ghosting, prospecting challenges and generate more sales. Personalised 1:1 Sales & LinkedIn coaching. Group Training also available. 30 years international selling experience.
When I ask someone what makes them unique, the standard reply is “customer service”.
When I ask for testimonials as proof, there’s often a long pause.
You’re missing out on business without several testimonials. Here's why:
According to Nielsen, 92% of people will trust a testimonial from a peer and 72% trust a testimonial from a stranger.
If you look at 5 different companies offering a service, so many look the same, what makes you stand out?
- Your people – which is vital. Open questions, kindness, authenticity, excellent advice. People buy people.
- Testimonials. People who say you’ve done great work makes the business process easier and quicker, Don’t give a random name, anyone can do that. In business, give the name of the person, their job title and what company they work for.
- Testimonials on your website also help search engines which gives a boost to your SEO.
The best time to ask is not when you deliver what you promise – that’s your job. It’s when you overdeliver for the customer. I ask “What value did you get from me, what surprised you, what did you learn and would you recommend me?”
Never offer a thank you gift or voucher for writing a testimonial. That’s like buying LinkedIn or Instagram followers.
Have testimonials on your website, LinkedIn profile and promotional material.
If you can use video testimonials, they’re more effective. According to research, video has a 92% retention rate compared to text which is 12%
So I’ve tried this out with myself – because I only teach clients proven strategies and ideas that I know works.
My enquiries increased by 120%.
30% of quality enquiries to my website and email converted to business.
More important, I recommended this to my clients who received more enquiries which converted to business.
That matters no matter what the size of your business you own or work for.
Niraj Kapur is an expert sales coach and author of the Amazon bestseller, Everybody Works in Sales. Clients trained include Barclays, ASC Financial Solutions, Lyonsdown, Natwest and hundreds of small businesses. To generate more sales in 2019, contact me on + 44 7733179854 or email [email protected]
Business Results Coach | CEO Coach | Executive & Leadership Coach | Coaches Coach | Author | Business Exit Strategist |
5 年No question Niraj, crucial. To many business owners forget to ask for them, or are embarrassed to do so. Don’t be, go for it.
Global Product Manager, Strategist, Transformation Officer
5 年Thanks Niraj
CEO/Founder l The Business Edit l Global Leadership Consultant Powering Innovation & Change
5 年Video testimonials are even better if you can get them - so important to set you apart from the competition
Award winning Career Coach?? of The Career Happiness Mentor, host of The Career Happiness podcast???& CSW68 UN Delegate
5 年Interesting read thanks for sharing Niraj Kapur. So glad one my mentors told me to keep consistently asking for testimonials. It's really helped with how people see my business ??. Great tips.
Helping leaders harness the power of their MINDSET to build brilliant businesses and teams / Leadership Habit Expert / Author / Mindset Inner Circle
5 年Great post - testimonials definitely help build trust